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consultant
support Barriers
consultants face when trying to raise
their fees What
are the barriers that keep consultants
from raising their fees? Transcripts from
an 0n-line conversation with Peter Meyer.
Held on June 19, 1996 SCraigC:
Welcome to the Consultant's Forum. Tonight
PeterMeyer will be discussing
the SCraigC:
barriers consultants face when trying to
raise their fees. KAVCO3:
You're welcome, and thank you for the
discussion. G'night ALL! OnlineHost:
RMorris855 has left the room. Nov8tion:
sleep tightl OnlineHost:
KAVCO3 has left the room. Nov8tion:
Scraig how do we join in SCraigC:
We will let Peter start off whith his
presentation. if you have a question,
please SCraigC:
type a "?" and wait to be recognized.
After the presentation, then we will
answer SCraigC:
any and all questions. OnlineHost:
Apprimus has entered the room. Nov8tion:
thanks SCraigC:
Just stick around. PeterEva:
Well, maybe not all questions
<g> SCraigC:
Peter, if you are ready, the floor is
yours. Apprimus:
Hello fellow consultants, whats the topic
tonite? Nov8tion:
setting fees OnlineHost:
DANOBKM has entered the room. Apprimus:
Got it SCraig PeterEva:
If everyone is ready, I will get
started. PeterEva:
Greetings friends!! PeterEva:
Thanks Craig, PeterEva:
Let me start with some prepared notes. I
will download PeterEva:
this as a 100 second "speech" with
pauses, PeterEva:
so if you have questions, please tell
Craig by tapping ? PeterEva:
If you want to look at the best ways to
set fees, lets PeterEva:
start with the survey that Herman Holtz
and I did a few PeterEva:
months ago. (If you want a copy, send
me PeterEva:
an Email at PeterEva to get the complete
survey.) DANOBKM:
hello craig PeterEva:
Let me start by saying that we define a
good rate as PeterEva:
one that allows both the consultant and
the client to PeterEva:
feel they have gotten a OnlineHost:
KCTP has entered the room. PeterEva:
fair deal. That, in turn, makes it more
fun for us PeterEva:
consultants. PeterEva:
That is important! PeterEva:
We asked a few hundred consultants what
stopped PeterEva:
them from raising fees. Let me summarize
the PeterEva:
answers here, then ask you to answer a
question, and PeterEva:
then ask you for questions. OnlineHost:
MDHCON has entered the room. PeterEva:
It is clear that for most respondents to
the survey the PeterEva:
biggest barrier is **inwards.** Let me
give you an PeterEva:
example. PeterEva:
"I believe the biggest barrier to
getting PeterEva:
one's rates is one's own mental
set." PeterEva:
"You have to believe that the rate you ask
is right PeterEva:
for you, you are entitled to it, and there
is no question that PeterEva:
it is a fair exchange for what you do for
a client. PeterEva:
You have to believe it before you can make
a client PeterEva:
believe it." PeterEva:
That is the top barrier. PeterEva:
For every 100 who say that, 86 are feel
the limit is PeterEva:
**competitive pricing.** "I PeterEva:
don't know what the range of acceptability
is in higher PeterEva:
fees compared to the next consultant." I
should say PeterEva:
that many do not feel PeterEva:
that this is a limitation. Some have found
a PeterEva:
process to PeterEva:
dismiss competition (for more on that, ask
me.) PeterEva:
For every 100 who are internally
focused, PeterEva:
another 75 feel constrained by long term
relationships. PeterEva:
Finally, for every 100 who answered, 57
consultants PeterEva:
would say that the barrier is PeterEva:
the value that the **client** perceives.
Think about this. PeterEva:
In other words, **almost twice as many of
us are PeterEva:
restricted by our own internal views as by
what our PeterEva:
clients see as value.** PeterEva:
This is the crux of the matter. PeterEva:
If we are focused on our own sense of what
is valuable, PeterEva:
we may miss the clients' idea of what
really matters. PeterEva:
When that happens, we may be priced too
high or too PeterEva:
low. Is that bad? PeterEva:
Too high loses jobs. Too low does not just
cost us PeterEva:
money, it leaves us with clients
whom PeterEva:
we may not like. That costs us
fun! PeterEva:
My conclusions: PeterEva:
1 - Many of us are charging less than our
clients will PeterEva:
pay. PeterEva:
2 - Many of us are giving less
satisfaction than we PeterEva:
might. PeterEva:
3 - Many of us are having less fun than we
should be PeterEva:
having. PeterEva:
4 - We can follow a process that allows us
to get past PeterEva:
some of these barriers. PeterEva:
And now my question for you. Does this
strike a chord PeterEva:
with you? <ga> OnlineHost:
DANOBKM has left the room. Nov8tion:
? PeterEva:
Nov8, go ahead DabrieoCo:
? Nov8tion:
Yes it does strike a chord, how do you
suggest we help customer perceive
value PeterEva:
Actually, Herman and I have been
documenting a process for that. PeterEva:
It focuses on asking the client PeterEva:
what his or her most critical problem is,
and then using a structured PeterEva:
path to get to a designed solution. Sounds
complicated, but it works well! PeterEva:
Nov8, what do you do? OnlineHost:
JohnMarket has left the room. Nov8tion:
I somewhat new at this but after initial
meeting with client, I develop proposal
based on JeanM32921:
Yes. I have set fees high. While many
potential clients do not ask me to work
for them, Nov8tion:
what the client says and what I perceive
to be problem and solution I then present
a OnlineHost:
MCraneCom has entered the room. Nov8tion:
proposal in terms or rationale,
objectives, strategy without being too
specific, projected JeanM32921:
the ones that do accept my fees give me
challenging work and seem to appreciate
the quality of my work Nov8tion:
outcome and fees PeterEva:
Nov8, you are starting down the same
process, let me suggest PeterEva:
a variation PeterEva:
When you do the design, do it with the
client and the key stakeholders in the
client PeterEva:
If you do it as one meeting, then you will
be getting buy in early. You
will PeterEva:
also eliminate the chances of surprise
later. PeterEva:
Does that help answer the ?
<ga> MDHCON:
? Nov8tion:
except for "starting down the same
Process" explain...also in the prosal
part of strategy Nov8tion:
provides for the input of key decision
makers PeterEva:
I do not have time to post the entire
process here, but PeterEva:
I do not want to wait for the proposal to
get that input. Instead, PeterEva:
I want them to be part of desiging the
solution. That makes them Nov8tion:
I didn't mean that.. I meant your
statement that "I am starting down the
same process SCraigC:
Your next MDHCON PeterEva:
part of the solution. They will buy what
they are part of designing MDHCON:
Where is your process published? Can we
purchase? PeterEva:
Oh, well the process starts as you are
going now. Step four is different
between PeterEva:
the process and what you do. Nov8tion:
I see, I attemp to do that in the proposal
but I should do it early on ...got
you...thanks PeterEva:
Yep, get the agreement done before you
propose, then offer a one page
proposal. PeterEva:
Who is next? OnlineHost:
WendyBerk has entered the room. PeterEva:
MDH - You can get SCraigC:
DabrieoCo is next MDHCON:
Where? OnlineHost:
MCraneCom has left the room. PeterEva:
the process by sending me an Email (to
Peter Eva) asking for the 7
Step OnlineHost:
YBizSpot has entered the room. PeterEva:
process. I will not charge you, by the
way. DabrieoCo:
you didn't mention my competition and what
they charge. Doesn't that
matter? PeterEva:
Dabrieo, well, not usually. Let me
explain Nov8tion:
? OnlineHost:
WendyBerk has left the room. JeanM32921:
Got to go. Thanks all. PeterEva:
If you and the stakeholders are designing
a solution to a problem they
really OnlineHost:
JeanM32921 has left the room. PeterEva:
feel is important, then they are focused
on themselves. PeterEva:
The competition is not part of the design.
If you do a good design, then PeterEva:
the competition is on the outside of that
because they were PeterEva:
not in the room. PeterEva:
Does that help? OnlineHost:
WA2VKS has left the room. SCraigC:
Nov8tion, your next. DabrieoCo:
it does, sort of. But don't I run the risk
of being then sent to bid? Doctortoc:
? PeterEva:
You will if you appear to be the same as
anyone else. But, ask yourself, Nov8tion:
One page proposal..what is the
content...my shortest was 2
pages PeterEva:
if you are dealing with the key
stakeholders, and they are convinced
that PeterEva:
this solution is what they need, why would
they let purchasing take it to
bid? OnlineHost:
Trrapper has entered the room. OnlineHost:
DLVCatman has entered the room. PeterEva:
In reality, these deals almost never go to
bid, which is why PeterEva:
sometimes we find ourselves PeterEva:
on the outside looking in. DabrieoCo:
Oh! Makes sense. Thanks! PeterEva:
Nov8 - the proposal is really just
documenting that design PeterEva:
meeting. The success criteria OnlineHost:
DLVCatman has left the room. PeterEva:
of the project, the time it is to be done,
what they are responsible for PeterEva:
and the price are about all you need. You
sold it all earlier. OnlineHost:
Trrapper has left the room. PeterEva:
Does that help? Nov8tion:
I see PeterEva:
thanks<ga> Nov8tion:
I just have to learn to be more
concise OnlineHost:
LFSM has entered the room. PeterEva:
Nov8 - execs love concise. (how is that
for concise?) Apprimus:
I am just starting out...making my
trifold, etc., want to promote value
without sounding cheap... OnlineHost:
LFSM has left the room. SCraigC:
Doctortoc, your next Doctortoc:
What are some "words" you might use when
first approaching a company/strategic
alliance/etc.? Nov8tion:
? PeterEva:
Doc - I start with these words - "What is
most critically PeterEva:
important to you? What will
keep PeterEva:
you awake at night?" PeterEva:
Does that make sense? PeterEva:
<ga> OnlineHost:
WendyBerk has entered the room. Apprimus:
? Doctortoc:
Ah yes! Of course! OnlineHost:
LFSM has entered the room. PeterEva:
Craig, who is next? SCraigC:
Nov8tion, you next SCraigC:
Then Apprimus OnlineHost:
JBDJERSEYS has entered the
room. WendyBerk:
hello anybody got any ideas about cheap,
fixed bridge loans for
$100,000? Nov8tion:
In regards to a client getting
bids OnlineHost:
LFSM has left the room. Nov8tion:
Where I formerly worked they always looked
for the best price and best
deal JBDJERSEYS:
Anyone own an athletic apparel/sporting
goods store? Nov8tion:
you don't think clients will shop
around PeterEva:
Purchasing is responsible for getting that
low price, so the PeterEva:
question is who is responsible
for PeterEva:
running the business. PeterEva:
They will not care about purchasing
rules. PeterEva:
Let em give you a real world
example. Nov8tion:
IN the case I'm speaking of it would be
the same level exec I come into contact
with JBDJERSEYS:
Looking to expand your apparel products
lines? PeterEva:
We did a deal with a network company last
year, and they VP Nov8tion:
to make the decision to go with x y or z
company for a training program PeterEva:
Service was sure that the design was
right, his directors were sure. PeterEva:
They never told purchasing they
bought! JBDJERSEYS:
Champion, STX, Bauer, Majestic, Red Fox,
Fruit of the Loom, etc.
anyone...anyone PeterEva:
So, if your exec has a burning issue that
you can solve OnlineHost:
WendyBerk has left the room. PeterEva:
I think that you should make sure he or
she agrees. Then, let them Nov8tion:
In "selling" a training design or when I
was on the purchasing end... the purchase
dept PeterEva:
tell purchasing why there is no reason to
bid. Nov8tion:
only had responsibility of processing
order.. the execs had last say PeterEva:
And the first say? Nov8tion:
yes PeterEva:
That is all that counts. Let the execs run
the business, you are there for them,
as Nov8tion:
Maybe because I worked for a medium size
company and my clients are small to
medium PeterEva:
is purchasing. MDHCON:
? Nov8tion:
? PeterEva:
You can still do this with them. Go for
it. PeterEva:
Who is next? SCraigC:
MDHCOn is next MDHCON:
Do you do value based pricing? or based on
time and materials? OnlineHost:
JBDJERSEYS has left the room. SCraigC:
Then Nov8tion PeterEva:
Craig, what about App? DWKWMCG:
? PeterEva:
MDH - I always do package pricing.
You? PeterEva:
Nov8, go ahead Nov8tion:
Via e-mail with you I discussed ...$100
seem to be going hrly rate..how much
weight do you MDHCON:
I present a package, but it usually has
time bundled in rather than value to the
client MDHCON:
ergo Allen Wiess' concept. Nov8tion:
think credentials, i.e. has on
establishing expertise to warrant the rate
vs actual experie Nov8tion:
ce Nov8tion:
experience PeterEva:
MDH - I work on the idea that the client
execs want a single bid, so I do
that PeterEva:
Nov8 - I does not matter what I think on
this. Nov8tion:
? Just wanted your opinion PeterEva:
Clearly, some clients value it. However, I
think that most PeterEva:
clients value results higher Apprimus:
How do you promote value to clients who
are comparing lump sum prices...without
saying you're cheaper PeterEva:
Look at the surveys. Less experience gets
4X the rate! Nov8tion:
thanks PeterEva:
You are welcome. PeterEva:
MDH - thanks. Did I answer the
? Nov8tion:
? Apprimus:
so i promote less experience? PeterEva:
App - thanks for waiting. PeterEva:
No, you do not promote less experience
<g> even if that worked for me
<GG> MDHCON:
Not quite, but I don't know how to phrase
it correctly in these bits. May I send an
e-mail? PeterEva:
I think that the client wants to see his
or her problem go PeterEva:
away, so that is all that I PeterEva:
would suggest promoting. In other words,
your brochure is not it, but the
promise PeterEva:
of results is. Does that make
sense? PeterEva:
MDH - please do. Anyone else also, feel
free. Apprimus:
i should be promoting promises of
results? Nov8tion:
Any guidelines for setting fees for a
monthly retainer..potential client
interested in 1 yr PeterEva:
App - Let me ask what business you are
in. OnlineHost:
AlanZ35025 has entered the
room. Nov8tion:
Oops sorry... i jumped the
gun...misunderstood anyone else feel free,
thought meant ? OnlineHost:
AlanZ35025 has left the room. Apprimus:
ENVIRONMENTAL CONSULTING PeterEva:
So, what do you deliver? Apprimus:
reports on the environmental condition of
commercial properties for banks Apprimus:
law firms, realtors PeterEva:
And what do the law firms, realtors, banks
get? OnlineHost:
AlanZ35025 has entered the
room. Nov8tion:
? DabrieoCo:
? PeterEva:
That is what to promote. Some would
promote reports, you would
promote PeterEva:
the end result. OnlineHost:
AlanZ35025 has left the room. PeterEva:
This is true for all of us. We should
promote the solution, not the
process. PeterEva:
App - am I answering your
question? SCraigC:
? Apprimus:
a short report. 10-20 pgs describing the
history of property and current
conditions, eval of risk OnlineHost:
MKTME has entered the room. Apprimus:
for the future buyer of the property or
the lender PeterEva:
So, you help reduce risk? That is a great
service. Better than reports. Apprimus:
may be industral or commercial ...from
geology to haz waste usage Apprimus:
yes...i minimize risk MDHCON:
So really what they get is peace of mind
or an early warning. PeterEva:
Sorry to be to tying over you. SCraigC:
Nov8tion is next, then DabrieoCo, then
SCraigC PeterEva:
Let me go over to Nov8 PeterEva:
ga Nov8tion:
Any guidelines for setting fees for a
monthly retainer Nov8tion:
potential client wants monthly retainer
for a year PeterEva:
No, I don't have a lot of wisdom there. I
focus on packages. What does the client
get PeterEva:
for retaining you for so long? Apprimus:
? Nov8tion:
customer service and sales training on a
monthly basis to Nov8tion:
decrease customer defection and increase
customer base Nov8tion:
also followup assessment assistance with
skills transfer PeterEva:
Ah - I would price the value of that
training, based on PeterEva:
results! That is the monthly in my
book SCraigC:
DAbrieoCo is next. Nov8tion:
Won't know actual results till
end Nov8tion:
or maybe bi monthly PeterEva:
Then, in order to protect your self and
your client's job, set some PeterEva:
predictions of results. If you do not set
expectations, someone else
will!!! SCraigC:
Good point PeterEva:
And usually, you will not be happy with
that. PeterEva:
ga PeterEva:
Dabrieo? Nov8tion:
I did, but they may be percieved as vague
althought the client seemed to like
them DabrieoCo:
May I? That was an interesting exercise
with App & good comments for others.
Now I need to know... PeterEva:
Nov8 - good. PeterEva:
Dab - yes DabrieoCo:
do you have a book or something that talks
more about this -- like how to do it in
depth? PeterEva:
I have this book here in the computer, but
that does not help. Craig
- can I PeterEva:
plug something here? DabrieoCo:
I mean, we can only learn so much from
e-mail! :-) SCraigC:
Sure PeterEva:
Herman and I are doing a program, full day
workshop is a part of it. PeterEva:
That program goes through the process in
depth and uses the PeterEva:
practices of the consultants in the room
to build the examples PeterEva:
It is grueling, but you will get the info.
More an invite, drop me PeterEva:
an Email at PeterEva PeterEva:
End of plug SCraigC:
Apprimus is next Apprimus:
How does one overcome the problem of
promoting a one-person consulting
biz,..how should i price myself PeterEva:
Did that help Dabrieo? DabrieoCo:
Thanks! I'll send email. PeterEva:
App - you can price at 1/2 of the big 6.
Another option is to price Apprimus:
should i be...on hourly rates...as much as
i was at my former
employer...$85/HR? PeterEva:
yourself at project rates. PeterEva:
Let me explain a little. PeterEva:
If you and the client understand what they
are getting, and you are PeterEva:
able to define the project, you can set a
price that is within PeterEva:
the value they get. This will usually be
much more than $85 per hour. SCraigC:
I have several retainer clients. I have a
set proce for the year that SCraigC:
allows up to X hours per month. Any time
above that is billed at a SCraigC:
predetermined, discounted rate. PeterEva:
I saw a deal at 20K for a day
yesterday. MDHCON:
Bingo, that is what I was trying to
get! Apprimus:
or should i offer about 20-25% less
because of the laower overhead of working
at home? PeterEva:
Craig's system works too. Nov8tion:
? PeterEva:
App - if you do the job - do I care if you
work at home? PeterEva:
ga SCraigC:
Why think that because you work at home
you are providing less
value/service. PeterEva:
Oh, the 20k deal PeterEva:
The client thought it a steal, so it
was. SCraigC:
Nov8tion has the next question. PeterEva:
Nov8, ga Nov8tion:
Have a client that could open doors for me
but want a discounted price Nov8tion:
I have reduced the price somewhat along
with the services I would offer MKTME:
Great point regarding value of the
product/service wherever you happen to do
your designing. Nov8tion:
at what point do I safe enough OnlineHost:
LCole77036 has entered the
room. MDHCON:
(Goodnight everyone, Thanks Peter. Great
session.) OnlineHost:
LCole77036 has left the room. OnlineHost:
Onhold122 has entered the room. Nov8tion:
I mean say enough is enough and cut my
losses OnlineHost:
ZBASKTCASE has entered the
room. PeterEva:
Your compensation need not always be in
dollars. If they PeterEva:
will guarantee something of value to you,
then discount by PeterEva:
that value or less. PeterEva:
Thanks MDH OnlineHost:
MDHCON has left the room. Nov8tion:
Thanks Peter for you wisdom Nov8tion:
for your wisdom PeterEva:
Nov8 - of the client wants too much by
10cents, that is too much. PeterEva:
And you are welcome. Come to the
program! Apprimus:
I dont think i am offering less
service..in fact more...but should i
promote lower fees or higher? OnlineHost:
DWKWMCG has left the room. Nov8tion:
will e mail you tomorrow for mor infor on
program Apprimus:
as a result of working out of my
home... PeterEva:
App, that is up to you. Do you want
ritzier clients or cheaper ones? You
decide, DabrieoCo:
? OnlineHost:
ZBASKTCASE has left the room. PeterEva:
and they will not care about your home if
you deliver what they absolutely
need PeterEva:
Craig, is anyone next? Nov8tion:
? Apprimus:
You know PeterEva...i would like to hire u
to look at my marketing draft
trifold for your insight... OnlineHost:
NiteOwlX has entered the room. PeterEva:
App, I think that this is beyond the chat
room. Can you Email me? PeterEva:
Dabrieo, ga DabrieoCo:
real quick. It seems like we shouldn't
promote rates or anything else but
results. That right? PeterEva:
What do your clients want? rates or
results? MKTME:
Thanks for for letting me listen to
everyone's comments....very helpful.
Goodnight OnlineHost:
Brianjnson has entered the
room. SCraigC:
I have a questionfrom an earlier
comment. DabrieoCo:
<sigh> they want results. Will you
cover that in the seminar with Herman
Holtz? PeterEva:
GA Apprimus:
Yes SCraigC:
What about dismissing your
competiton PeterEva:
Dabrieo, you bet!!! Come on
down. PeterEva:
GA Craig OnlineHost:
NiteOwlX has left the room. OnlineHost:
Brianjnson has left the room. OnlineHost:
MKTME has left the room. Nov8tion:
Please explain wants too much by 10
cents..not sure If i follow PeterEva:
Craig, I missed the question. OnlineHost:
Onhold122 has left the room. Nov8tion:
? PeterEva:
Nov8 - It is simpler that I make it. If
you DabrieoCo:
(Thanks! I will definitely be there! Good
night all -- great seminar
PeterEva!) SCraigC:
What were you saying about "dismissing
your competition" OnlineHost:
ELOOPE101 has entered the room. PeterEva:
have a line that you will not cross, do
not cross it. If he PeterEva:
want 10 cents over the line,
the PeterEva:
answer is still no. Nov8tion:
thanks PeterEva:
Craig, I do not mean to think ill of them.
Instead, I mean that your focus OnlineHost:
DabrieoCo has left the room. PeterEva:
is your client, not others. Do not let
them PeterEva:
run your practice. Deliver exactly what
the client needs in order to PeterEva:
really succeed, and let the competition do
what they do. Nov8tion:
? for Scraig PeterEva:
Craig, did that make sense? SCraigC:
GO ahead Nov8tion:
May be a dumb question, but realitvely new
to on line waht does GA mean PeterEva:
Sorry, my fault. Means Go
Ahead. Nov8tion:
Wow...good thing it wasn't a snake...would
have bit me PeterEva:
Well, I think that we are winding down.
Are there any questions that I
missed? Nov8tion:
thanks for the answer... I missed the
obvious Nov8tion:
Yes PeterEva:
No worries PeterEva:
ga! Nov8tion:
Regarding selling results.. training
sometimes viewed as soft skills SCraigC:
Does any one else have any questions for
Peter? if not then the floor is open
for SCraigC:
any topic of discussion. OnlineHost:
ELOOPE101 has left the room. Nov8tion:
my brochure tag...maximize employee impact
on your bottom line...comment? PeterEva:
Nov8 - good start! Now, get more concrete.
How much, what contribution. OnlineHost:
AlexWhalen has entered the
room. OnlineHost:
AlexWhalen has left the room. PeterEva:
How specific can you get? PeterEva:
Get even more so!!! PeterEva:
BTW all, thanks for your patience
tonight! PeterEva:
I appreciate it. Nov8tion:
i concentrate on customer loyatly =
profits OnlineHost:
YBizSpot has left the room. PeterEva:
Can you prove it? Nov8tion:
loyalty based on employees interpersonal
business skills SCraigC:
Loyalty from satisfaction? PeterEva:
I like it so far, but I want more from
you. Show me numbers! Show me a deal
that Nov8tion:
yes to some degree..articles. expert
quotes, studies. PeterEva:
would have gone south without it! I can
show you $90M in revenue that
one PeterEva:
customer got here from that, show me
numbers like that! Then the PeterEva:
experts and the studies. Nov8tion:
Great advice..I'll look for something
concrete i can add to brochure PeterEva:
<geeze, has my English been that
terrible all night?> PeterEva:
Good, and then for more. And
more. PeterEva:
If everyone else thinks that training is
soft, and you show it to PeterEva:
be different, who will they come
to???? Nov8tion:
feel like I'm on right track..only been
doing this for less than a year PeterEva:
Let me be clear PeterEva:
You are on the right track. Keep it
up! Nov8tion:
to me...is what I'm aiming for Nov8tion:
Thanks I have definitely learned something
and you have also confirmed that I am
doing Nov8tion:
some things right. That's helping to
combat that inner voice that is trying to
keep my fees Nov8tion:
low PeterEva:
Nov8 - That is the best thanks I could
ever get. Thank YOU. Nov8tion:
thanks again have to sign off and feed my
rotweiler before he gets means thanks
thanks, PeterEva:
You are welcome PeterEva:
Any other questions before I stop
blathering? Apprimus:
Does low self esteem usually translate to
lower fees? PeterEva:
App - We did a study on that. It
indicates PeterEva:
that the answer is yes, but I think this
is difficult. First, you can PeterEva:
get the study by sending me an Email and
asking OnlineHost:
Nov8tion has left the room. PeterEva:
Next, remember that people with truly low
self esteem tend not to be
consultants. PeterEva:
So, the population is skewed. PeterEva:
Umm, I didn't mean it that way. PeterEva:
<g> KCTP:
? OnlineHost:
Janet AC1 has entered the room. Apprimus:
Are you a psychologist...what is the
typical character/psychological sketch of
a consultant? PeterEva:
KC, ga KCTP:
New to AOL how do I email You? PeterEva:
App, nope. I am a former GM for IBM. I am
not qualified to answer that. PeterEva:
KC - tap new message (ctrl+M on Windows)
and then put PeterEva in the
address. OnlineHost:
MYNAMEHR has entered the room. OnlineHost:
HDoug66282 has entered the
room. OnlineHost:
Janet AC1 has left the room. OnlineHost:
MYNAMEHR has left the room. Apprimus:
Peter...thanks for your help...will be
e-mailing you...bye...all PeterEva:
Thanks all, gotta run! Drop me an Email if
you need the 7 PeterEva:
Step process for raising fees or if you
want the survey, or PeterEva:
just to say hi! Doctortoc:
Peter:Tnx for the stimulating &
grounding ideas. I'll Email U. OnlineHost:
Apprimus has left the room. KCTP:
Thank You. Goodnight All. OnlineHost:
HDoug66282 has left the room. PeterEva:
Thanks to you! articles
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