10 Ways To Increase Your Fees And Improve Your Performance (Conclusion)

By Tom Varjan

Editor's Note: This article is the second of a two-part series. In this piece, Varjan continues to argue against the billable hour, and its time-for-money quid pro quo, instead favoring a billing system based the value a project delivers to the client.

5) Emphasize the soft benefits and personal wins of your interventions: Here we have to differentiate between leading (cause) and lagging (effect) success indicators. For people who want to lose weight, bodyweight is a lagging indicator. The leading indicator is the number of calories they eat and the number of times they go to the gym.

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