The Upside

Why so Expensive? Because You’ve Earned It.

Last week I touched on how to shift your mindset around pricing your time. (If you happened to miss it, you can read it here.)

Today, I have a story to expand on that mindset shift. I learned at an early age that one email introduction can be valued as high as five or six figures. 

When I worked in finance, one of my colleagues, Frank, introduced a company to a potential investor who ended up investing millions into their new product launch. With that one introduction, Frank made upwards of $80,000. 

He sent an email.

He set up a meeting at a fancy hotel lobby bar.

He attended the meeting.

And that’s it.

You see, Frank knew that his relationships–not the time it took him to make the intro–were of immense value to the company. 

Without an investor, the company couldn’t bring its new product to market.

Frank knew investors. 

Frank made the introduction. 

Without Frank’s relationships, there would be no product launch. 

I know so many consultants who have valuable relationships and access that they bring to clients, including:

Access to talent.

Access to investors.

Access to editors.

Access to publishers.

Access to potential partners.

Access to potential sponsors.

Access to buyers.

…and so on.

And yet, so many of them overlook or undervalue their access.

So in the future, when pricing your projects or retainers…

Think about what it would cost the company to make these connections on their own. Then think about the impact these connections can have on their business.

And if they push back on your pricing…

Remind them of the immense value and impact that you bring to your clients with your years of experience and vast relationships…

…relationships that they’ll have access to if and when they bring you on board.

Erin Halper

About the Author

Erin Halper is the founder and CEO of The Upside and the leading authority on independent consulting. Since launching The Upside in 2017, Erin has helped thousands of professionals transition from corporate life into consulting to achieve flexibility, autonomy, and a renewed sense of purpose in their careers.

Erin has been a frequent speaker at Columbia, NYU, Harvard, and Brown and has been featured as a leading future of work expert on dozens of podcasts as well as in Forbes, Business Insider, Nasdaq, Crunchbase and many more.

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