TIME IS MONEY: Selling Your Professional Services by Richard F. Creedy

TIME IS MONEY: Selling Your Professional Services

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Some specific help for those who are setting up professional consulting or freelance services: how to determine a profitable price to charge, what records to keep, how to convince a potential client to use your service. Some of this is hit-and-miss--the information on what procedures the IRS applies to auditing is rather sketchy, for instance, and readers are referred to professional accountants for more details. But most of it is detailed and germane. Thus, Creedy provides a list of twelve different ways to forestall price objections, as well as a patient explanation of sales call presentation strategy. On prices, he recommends charging a rate based on time (hourly appears to be his favorite) and a maximum of a 200-day year (deducting holidays, vacations, etc.). He also specifies what percentage of your gross intake should be apportioned where: 30 percent for overhead, 25 percent for taxes (depending on situation), and 45 percent for ""real income""--salary and profit. Creedy seems to have concentrated on services that can be performed without a large capital outlay, and for entrepreneurs in those fields, this will provide both information and direction.

Pub Date: June 20th, 1980
Publisher: Dutton