Rise Above The Noise
These are interesting and for some, challenging times at the moment. There is work out there, but in much smaller packages and much more hotly contested with everyone bidding on or pricing for the same work.
So many people in the industry are fighting for work and lowering their fees to win work. Everyone has adopted the scarcity mentality.
You need to be doing the opposite right now.
This is an incredible opportunity for you to be setting yourself, your team and your business up to break through the hill that is in front of you and come out the other side not just surviving, but thriving.
Instead of running around and pricing anything and everything, let’s get really strategic here.
Take some time, slow down and identify the value, the real and tangible value, you bring to your clients and your industry. What is it that you can do really well, that no-one else can, that you know will save your clients (or potential future clients) time and money? Remembering that at the moment, saving your clients time and money are literally the two most important factors to them.
Then spend the time finding the clients or customers who have a huge pain point or problem at the moment and that you know you can help them solve with your experience and expertise. In addition, find the clients or customers who have the money to pay you and your team what you're worth to solve this huge pain point or problem.
Convey this value that you bring to the table and convey to them how you're the best placed person to solve their pain points or problems based on your experience and expertise. Really spend the time communicating to them how you can help them save time and money if you work together.
Now comes the money piece.
If you get the above part right - getting paid good quality fees or money for this work should just be a formality. Yes they will likely ask you to trim your fees or your costs - everyone asks this! Remember, everyone is trained to do this!
Hold your ground, own the value that you bring to the table, stand by the money or time that you know you can save them and don't drop your prices. This sends the message that you are serious about the time and money that you can save them and that you would like to get paid properly for the value you bring to the table. This takes a lot of guts and is a HUGE self-worth piece (another article for another time).
Ultimately this is about dropping the scarcity mentality that is out there at the moment . There are good projects out there with good clients who are happy to pay you and your team what you're worth.
Stop wasting your time chasing anything and everything. Get strategic about this and find the clients and the projects that are enjoyable, fun and that you get paid good money to work on.
Josh 'Happy Hunting' Stone
PS: If you’re interested, here are 4 ways I can help you right now:
- Join the Leaders In Engineering community designed specifically for engineering leaders and business owners
It’s our new Facebook community where engineering leaders and business owners are learning the strategies and leadership skills to step up and thrive right now – Click Here to join
- Download our FREE PDF guide – “How To Build A High Performing Engineering Team”
Learn the skills you need to know to get the most out of the team around you to be able to build a high performing and highly profitable engineering team – Click Here
- Book in a 15min Strategy Session
I have opened up spots on my calendar which are designed as a check in and for us to work out a plan together on how you can tackle a volatile marketplace, a slowing workload and gain visibility on the issues, challenges and problems you are facing at the moment. If you’d like us to work on a plan together – Click Here
- Have me work with you and your team privately
If you’re serious about getting real results and you’d like me to work directly with you and your team...just send me an email at [email protected] and put “Private” in the subject line...tell me a little about yourself, the challenges you are facing and what you’d like to work on together, and I’ll be in touch to discuss a plan!
