Letters To RainToday: Jeff Thull: Unpaid Consulting

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Article How To Prevent Unpaid Consulting: Timely Advice For Today's Service Providers

Author Jeff Thull

My Thoughts
Great Article! Your timing was impeccable since I was just reflecting on a situation where I fell into the trap. However in big ticket intangible sells you always have to "show activity" even at the expense of your production. I'm mad at myself because I knew better!

My Name Dan Stella

Article	How To Prevent Unpaid Consulting: Timely Advice For Today's Service Providers
Author	Jeff Thull
My Thoughts	I totally agree with the guy. Over the last five years I have been revising my practice and am now at the point where it is taking off by leaps and bounds. I revised everything. I give a 1 hour FREE consultation. That gets me in the door to the client. I look at how they are using their accounting system. I let them do most of the talking in that hour. I've totally improved my listening skills. I give them just a little bit of knowledge to get them totally hooked. I go back to my office prepare my estimate. I make them pay a percentage up front - depending on the size of the job - could be 2 payments or 4. I do NOT close the job without a check. I learned a few lessons a long the way. I have turned all my estimates into sales with no A/R on the books. I also accept credit cards which I use to think was not a good idea but it really is. If a client has problems with payment you can tell that up front. I walk away from those projects because they will cost me more time and money when I could have been making money and providing quality services.
My Name	Anita Gates
My Title & Firm Name	President, A.G. Consulting Services