A timely Report for consultants who want to spend less time selling, yet sign up more clients and earn more fees.

Fellow Consultant,

--Would you like to close 50% - 90% of the prospects you submit proposals to?

--Would you prefer to earn 100%, 250%, 1,200% more from clients than you're being paid now?

--Would you like to have prospective clients not even ask about your credentials or where you went to school or what your experience is….and sign your proposal anyway?

--Would you prefer to spend more time researching prospective clients and less time selling yourself?

All these benefits are possible using a form of compensation called contingent fee.

Powerful Trend Towards Contingent Fee

I call it contingent fee but it's also known as performance based compensation, value pricing, bonus, participation fee, win-win payment, even equity pricing …but whatever the name, it's a powerful tool whose time has arrived.

Contingent fee use is growing across the board, especially for smaller consultants, as more clients demand results and accountability. A recent Industry Week survey found smaller management consultants linking "…as much as 50%--75% of their fees to performance."

Professions that once banned contingent fee use are now encouraging it. CPAs can now charge contingent fees to audit clients. Surveyors have opened the door to contingent fee in some states. A recent American Bar Association survey found that two thirds of attorneys "…were using some variation of contingent fee in their practice".

Even the big boys cannot avoid this powerful trend towards accountability. A Director of A. T. Kearney told an interviewer "…over 50% of our fees are now contingent on results delivered, compared with less than 10% in previous years".

So you have a choice. You can adopt contingent compensation now to grow your consulting business faster or wait until your clients' demand accountability and insist on measurable results.

In other words, in today's marketplace, you can either adopt contingent fee because you want to-or because you have to.

First Report to Explain Contingent Fee

I have been using contingent fee successfully in my own consulting practice for twenty years. And I became increasingly frustrated as I saw how this powerful form of compensation is so often underused, misused, or unappreciated. So I decided it was time to set the record straight by writing How Consultants Can Use Contingent Fee To Sign Up More Clients and Earn More Profits.

This is the first Report I know of to focus on this powerful consulting technique. It is based on my own personal experience, plus research into how others are using this form of marketing and payment which is so often misunderstood.

Find out right now how this Report can improve your consulting practice by downloading the entire first Section FREE. These first 16 pages explain…. the growing use of contingent fee… what it, what it is not… 3 valid and 1 invalid reasons for using contingent fee.

Contingent Fee Making Money For Consultants

Contingent fee has been working for decades for those who understand how to use it. Consultants such as….

--Y2Marketing relies heavily on contingent fee for its advertising compensation. With revenues of $18.7 million, this firm is #28 on the Inc 500 list of fastest growing companies in the country.

--Advanced Insurance Management generated $3,788,000 worth of insurance savings last year alone, and individual refunds of $24,000 to $75,000. 100% of their consulting business is paid on contingent fee.

--CECA construction consultants have won contingent fee termination claims ranging from $6 million to $47 million each.

--Cooper & Associates has recovered $9 million for its telecom consulting clients since 1987, all on a contingent fee basis.

-- A mini-industry of 40+ contingent consultants recover VAT/sales taxes around the world and keep 10%-18% of the refunds.

But this is just a sample. My Report includes profiles of fourteen consultants and how they are making money from contingent fee services. Some use contingent fee exclusively, others selectively. Some offer a pure 100% contingency service, others require an advance or deposit. Some perform their service entirely outside the client organization, others work entirely inside.

Many of these success stories are solo entrepreneurs who started out with nothing but an idea and a telephone. Just like I did 20 years ago.

Helpful for Experienced Consultants or Start-ups

You may already have an active consulting practice but could use more clients, more profits, or both. Or you may just be starting out, perhaps looking for which specialty to focus on. This Report can help you in either case.

If you already have a consulting practice….

• How to determine the minimum and maximum contingent fee to charge
• Different ways to combine contingent fees with project, per diem, or hourly fees
• Common marketing objections and how to overcome them
• Why large payments are inherently risky and how this effects your strategy

If you're just starting out in consulting…

• Advantages of delivering results outside the client organization vs inside (it turns out there is a big difference)
• Three valid reasons for offering contingent fee service…plus two reasons not to " The 12 characteristics of the ideal contingent fee client, so you know what to look for and what to avoid
• How to identify contingent fee opportunities
• A list of the 24 most popular specialties for contingent fee consulting

Using Contingent Fee to Acquire More Consulting Clients

A contingent fee proposal shifts the risk of hiring away from the client and onto the consultant. This means credentials are less important because the client is not committing cash, is making no investment, so there is less scrutiny compared with fee for service. In fact, traditional education and experience can become virtually irrelevant if the offer is 100% contingent.

One call center consultant was charging $800/day, standard for his specialty, but getting nowhere due to an associate arts degree from an obscure junior college. He changed his fee to 20% of savings derived from his outsourcing and now turns away clients.

This Report shows how contingent fee compensation overcomes the five most common sales objections faced by consultants…prospect's lack of funds… skeptical prospects…competing suppliers….indecision…and prospects who want to do it themselves.

This is possible because a properly structured contingent fee eliminates two large obstacles to hiring any consultant….

--It eliminates the risk of hiring a consultant because no payments are made unless measurable results are delivered.

--It eliminates the cost of the consultant, because fees are paid directly out of increased savings or revenue.

Contingent Fee Service Easier to Market

With contingent fee consulting, more marketing time is spent on research and less time pounding the pavement compared with traditional fee paid marketing. This is because contingent fee shifts the marketing emphasis away from volume and towards selectivity. Away from making more sales presentations and towards identifying prospects who fit, who qualify, who are capable of generating a high return. So you spend more time identifying the clients you want to work with…. and less time actually selling yourself.

Contingent fee services typically involve a two step sales process, an initial visit followed by a proposal which includes an estimate of likely results. This is tricky, because too high an estimate implies a lower contingent fee, while a low estimate may scare off the prospect, who thinks "why bother".

The alternative to screening the client up front is an 'escape clause' in the agreement. This is fully explained in the Report along with sample language and agreements.

The other reason contingent fee services are easier to market is the higher conversion rate. Many non-contingent services convert only one fourth or less of prospects, some just one in ten.

But for a contingent fee service a conversion rate of 50%-90% is not only realistic, its common. Which means marketing is easier, as the consultant spends more time on research and qualifying prospects, less time making phone calls and driving to appointments in the tiring work of grinding out a high volume in order to close enough clients to live on.

This makes contingent fee a satisfying service to market because the hardest part is scheduling that initial appointment. Once you get that far, you're at least half way towards signing a new client.

Earning More Profits From Contingent Fee

There are two ways to increase profits from contingent fee. One is increasing the conversion rate, which leads to more clients. The second is increasing the fee per client by being selective, taking on only clients likely to yield an above average payment.

The maximum rate a contingent fee consultant can successfully charge is sometimes regulated but more often determined by industry standards and the psychological constraints of your prospect. If you are not aware of these limits, you will not have the 50%-90% conversion rate you should. These constraints are spelled out in the Report

Examples are given of consultants who switched to contingent fee and earned considerably more money as a result.

There is one form of client objection which cannot be argued with. But it can be managed in two different ways. By making the correct counter-offer, there need be no sacrifice of profit.

In some situations a single contingent fee is a mistake and will scare the prospect off. A tiered rate structure can be more fair for both parties but you must recognize this ahead of time or risk losing prospects.

Get Started Today For FREE

You have a choice of 4 different ways to start using contingent fee in your business:

--Order Section I for FREE
--Order Section II for $39
--Order Section III for $65
--Order the entire Report for $95 (a $9 saving)

All four options are available for downloading right now. And all are backed by a 30 day money-back guarantee, so there is no risk to getting started immediately.

Contingent Fee Not For Everyone

If you're one of those consultants who gets hired on a generous per diem, mails your client a 3" thick report, then sends out an invoice for $90,000, you can stop reading right here, because I cannot help you. You have a pleasant arrangement and switching to contingent fee will not help, in fact, it may just detract from your comfortable business.

Because there is no place to hide with contingent fee consulting. You get paid a share of measurable results and those results have to be real. If they're not, I suggest you keep selling your time instead of trying to sell results.

And there are risks to this form of compensation. Since the risk is shifted from the client to the consultant, the consultant must protect himself. My Report explains the three major risks of contingent fee along with how to protect yourself from each one…

• Performance risk
• Cash flow risk
• Payment risk

The primary way to protect yourself is a tight, enforceable legal agreement.

Crucial Elements of Contingent Fee Agreements

There is no simple hourly or per diem bill sent out by contingent fee consultants. Instead, there is a legal agreement which spells out the results to be delivered, how they are to be measured, and specifies the consultant's payment.

Contingent fee agreements are unusual because they serve two purposes- marketing and payment. These are opposing purposes in many ways as legal contracts tend to be long and difficult to read, whereas marketing contracts should be short, simple, and easy to understand. This section explains how to do both with just a one or two page contract.

Four sample contingent fee agreements are included. This one section alone is worth many times the cost of the Report, because these are not just standard forms from a legal reference. These are battle-hardened, field tested agreements that have held up under fire. Agreements responsible for generating $7.5 million in savings/earnings for over 80 different clients. Agreements that have held up to challenges by clients in and out of court.

In fact one of the sample agreements was not only upheld by the Massachusetts Supreme Court, but the client who challenged it was penalized treble damages for willful violation under the state consumer protection law.

All are short, marketing oriented agreements with excellent conversion rates, that is, they were found acceptable by clients with few alterations. One demonstrates the use of an informal, letter format to customize the proposal and make it less threatening to the client.

There are two key features of such agreements that can significantly reduce your risk of not getting paid. One suggestion sounds obvious, but I did not not learn about it until after a seven year lawsuit. My lawyer later said the lawsuit could have been avoided if I had just included this concept in my agreement, an addition which would not only make it stronger legally, but clearer as well.

It is crucial with a contingent fee agreement to avoid subjectivity or vagueness. There should be no room for mis-interpretation and no means for a client to avoid paying you the amount due. There is an important rule to keep in mind when writing the payment section of your agreement. Examples are given of language to avoid and what wording to include.

Sharing Twenty Years Contingent Fee Experience

My name is Dudley Post and I've been consulting on a contingent fee basis for twenty years. I've owned or partnered four different consulting services using contingent fee. One of them earned me $millions. Another earned $thousands. One broke even. And the fourth did not even pay for my time. My results were uneven because I learned everything the hard way, as I went along, by trial and error.

So this is the report I wish I had twenty years ago when I was starting out. I want to share my own experience along with that of other successful contingent fee consultants, so you can avoid my errors and missed opportunities.

Although I have an MBA degree I did not learn this in school. I learned it through my own successes and failures. This is a report from the front lines of the consulting business, a view from the trenches about what works and what does not.

I put everything I learned into this Report. I held nothing back. And much of it is original material containing new insights and new reporting never before published.

Four Different Ordering Options

You can get started at zero cost by ordering Section I for FREE. That;s right, the entire first section of the Report covering…. the growing use of contingent fee… what it, what it is not… 3 valid and 1 invalid reasons for using contingent fee.

And, you can own the rest of the Report by ordering Sections II and III separately for $39 and $65 each.

Section II ($39) covers how to use contingent fee….what are the risks…how much to charge…how and where this tactic is being used today…criticism and controversy…profiles of 14 services and how each is using contigent fee to enhance their business.

Section III ($65) is all about agreements. How to write a contingent fee agreement that will get you paid with minimal problems. Plus samples of four actual agreements used to generate $million worth of contingent fee business.

The best value is the entire Report for $95, which is $9 less than ordering the three Sections individually. $95 barely pays for one hour of my consulting time, yet you can access all the lessons of my 20 years experience for this modest amount.

So to summarize your 4 choices….

--Order Section I for FREE
--Order Section II for $39
--Order Section III for $65
--Order the entire Report for $95 (a $9 saving)

No matter which option you choose the risk is zero because of our 30 money-back guarantee.. Because if you are not satisfied that this Report delivers everything promised, just ask for your money back. You will receive a full refund as explained in the order section.

By the way, you will find details on all 3 Sections in the Free Report Summary, also available at the menu bar to your left.

I look forward to receiving your order.

Dudley Post
Brookline, Massachusetts USA

P. S. You could be reading this unique Report on how to grow your consulting business ten minutes from now. Just download the FREE Section I right now using standard pdf format. Or receive a 'hard copy' via postal mail at no extra cost no matter where you live. Postal orders are shipped within 3 days.