Rates and Referrals

⏰ Today in 5 minutes or less:

• Discuss possible rate changes with the client if the project is over 12 months.

• Add a non-solicitation clause and a recruitment fee in the contract.

• Networking is a consistent service to others. If something is easy for you but not for them, that’s where you should step in.

❓Ask Me Anything: Protection and Pricing in Practice

Welcome back to Ask Me Anything – where we feature common questions asked by indies and fractionals. 

This one zeroes in on specific clauses to help you manage risks, protect collaborators, and handle pricing dynamics. 

Q: How do you structure flexibility for a price increase? 

A: It depends on the duration of the engagement. If the work spans 12 months or less, I don’t think you should worry about it because after the 12-month mark, you can renew for any price you want. 

But if it lasts more than 12 months, I think it’s a good idea to mention it in the contract. You can have a clause that says pricing will be adjusted according to Consumer Price Index (CPI) after 12 months. 

Q: How can you protect against people hiring the vendors you bring in directly? 

A: I’m always happy to help clients find great people to work with and my partners to find great job opportunities. 

But to manage this, I suggest including a fixed “recruitment fee” in the contract for when the client wants to hire someone from your team permanently. Other microfirms also opt for a percentage of the recruit’s salary instead of the fixed fee. 

As for my vendor contract, I also include a non-solicitation clause that states they can’t leave and work for a specific client directly within a period of time without my written approval. When the need for it arises, I give them my approval. 

We discuss more about what goes in your contract here:

Feeling the Slowdown? Here’s a Better Way to Build Your Pipeline

Consultants, I know you’ve noticed it too. 

Recently, work has gotten a little hard to come by – budgets are tighter, decisions are slower, and great work isn’t always the key to winning the next gig. 

But one thing stays the same: referrals are still the driving force of consulting businesses. 

The good ones aren’t generated by luck. 

They all come from a well-tended network – the kind that remembers you, refers to you, and reaches out when you can help the most. 

In moments like this, you don’t need a bigger network. 

You need a better curated one that’s cultivated with intention. 

That’s why I think our little relationship building flywheel needs a little refocus. 

The Updated Relationship Cycle: A Network That Serves 

If you’ve been around for a while, you might remember my little relationship building cycle.  

And if you’re new, here’s what it looks like:

Basically, this flywheel is the result of reverse-engineering our success at Keenan Reid – how I managed to cultivate a network that constantly provides me with referrals to run my business.

(Read more about it in Our Guide to Marketing Consulting Services.) 

But recently, there’s been a shift in how we approach network building. 

I realized that proactive service is the key to building better long-term and mutually beneficial relationships. 

It has become clear for us that: 

• Investing in tools and resources that are valuable to us, our clients, and our network is more valuable than ever. 

• Adjusting our service models to fit the budget realities of clients ensures that we’re still providing high-value, affordable solutions. 

• Creating proactive touchpoints that help people move forward instead of the usual “just checking in” outreach that can feel tone deaf. 

Now, we see networking as a consistent service to others. 

If it’s easy for us but not for them, that’s where we need to step in. 

Making the Outreach Count: How We Did It for One (of Many) Clients 

A client recently held a sales enablement workshop with only four weeks to plan – tough, but they pulled through. And while it was successful, they didn’t have enough time to create a post-event follow-up. 

With my experience on similar programs, I knew that this was a risky move since they might lose momentum with some leads.

And so, I thought to send her a template of a follow-up email to send to their attendees. Not a huge ask, but it gave them a simple tool to effectively reach out, reinforce takeaways, and guide them to the next steps. 

This is the kind of outreach that works today: not just asking to be remembered but offering something tangible that makes work easier and more effective. 

Build the System, Use It to Serve Better 

As consultants, our success comes from how well we serve others. 

It's not about sending out hundreds of emails or trying to be everywhere. It’s about being specific, offering value that directly solves problems, and staying visible with meaningful engagement. 

In short: give generously, and make it easy for people to help you. 

When the time comes for them to send a referral your way, they’ll be ready. 

And they’ll remember you for it.

Remember, the path to success is paved with continuous learning and embracing fresh perspectives.

Let's stay connected, share ideas, and elevate your consulting business.

Stay curious, friends.

The 2×2 is brought to you by Keenan Reid Strategies

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