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	<title>Mark Richman &#187; consulting</title>
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	<description>Cloud Computing Technologist. Application Architect. Experienced Consultant.</description>
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		<title>Thoughts on Value-Based Fees for Agile Software Projects</title>
		<link>http://www.markrichman.com/2010/01/12/thoughts-on-value-based-fees-for-agile-software-projects/</link>
		<comments>http://www.markrichman.com/2010/01/12/thoughts-on-value-based-fees-for-agile-software-projects/#comments</comments>
		<pubDate>Tue, 12 Jan 2010 13:09:56 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
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		<category><![CDATA[value-based-fees]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=209</guid>
		<description><![CDATA[Here&#8217;s a quandary &#8211; we, as value-based IT consultants, aspire to charge value-based fees for our services (how obvious!). We know that doing so requires tight scope control. As such, this often requires a detailed specification. However, this is the very waterfall model that the agile movement shuns. How do you reconcile scope control, customer [...]]]></description>
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		<item>
		<title>Evangelizing Yourself</title>
		<link>http://www.markrichman.com/2010/01/11/evangelizing-yourself/</link>
		<comments>http://www.markrichman.com/2010/01/11/evangelizing-yourself/#comments</comments>
		<pubDate>Mon, 11 Jan 2010 17:53:13 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[IA]]></category>
		<category><![CDATA[UX]]></category>
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		<guid isPermaLink="false">http://www.markrichman.com/?p=205</guid>
		<description><![CDATA[A phenomenally inspiring presentation by Whitney Hess from IA Summit 2009. This really hits home for me, as I&#8217;m also a self-promoting introvert. View more documents from Whitney Hess.]]></description>
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		<slash:comments>1</slash:comments>
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		<item>
		<title>Questioning the Billable Hour part 3: Seven Industries</title>
		<link>http://www.markrichman.com/2009/12/06/questioning-the-billable-hour-part-3-seven-industries/</link>
		<comments>http://www.markrichman.com/2009/12/06/questioning-the-billable-hour-part-3-seven-industries/#comments</comments>
		<pubDate>Mon, 07 Dec 2009 00:42:11 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[value-based-fees]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=160</guid>
		<description><![CDATA[Situation A: Is Faster Service Worth More? Your computer is not working properly. You have tried to understand the problem and find a solution that you can implement yourself. Yet, after trying, you are no closer to a solution, you find the situation aggravating, and you decide that there’s no point in continuing to attempt [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>101 Questions for Any Sales Situation</title>
		<link>http://www.markrichman.com/2009/12/04/101-questions-for-any-sales-situation/</link>
		<comments>http://www.markrichman.com/2009/12/04/101-questions-for-any-sales-situation/#comments</comments>
		<pubDate>Sat, 05 Dec 2009 01:18:57 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[value-based-fees]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=153</guid>
		<description><![CDATA[By Alan Weiss Copyright 2009. All rights reserved. Source: http://www.contrarianconsulting.com/101-questions-for-any-sales-situation/ Reprinted with permission I. Qualifying the Prospect This is the process of determining whether the inquiry is appropriate for your business in terms of size, relevance, seriousness, and related factors. In other words, you don’t want to pursue a lead which can’t result in legitimate—and [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Why I Never Bill by the Hour</title>
		<link>http://www.markrichman.com/2009/11/17/why-i-never-bill-by-the-hour/</link>
		<comments>http://www.markrichman.com/2009/11/17/why-i-never-bill-by-the-hour/#comments</comments>
		<pubDate>Tue, 17 Nov 2009 13:22:31 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[value-based-fees]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=138</guid>
		<description><![CDATA[If you&#8217;ve been reading my blog for any length of time, you know that I&#8217;m an advocate of Value-Based Fees. In a nutshell, here is the value proposition to the prospective client: There is a cap on your investment. You know exactly what is to be spent and there are no surprises. There is never [...]]]></description>
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		<slash:comments>11</slash:comments>
		</item>
		<item>
		<title>How to be Perceived As A Trusted Advisor</title>
		<link>http://www.markrichman.com/2009/09/13/how-to-be-perceived-as-a-trusted-advisor/</link>
		<comments>http://www.markrichman.com/2009/09/13/how-to-be-perceived-as-a-trusted-advisor/#comments</comments>
		<pubDate>Sun, 13 Sep 2009 13:05:46 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=108</guid>
		<description><![CDATA[Alan Weiss developed this list with managing partners from accounting practices in a half-dozen countries while working with them in Atlanta this week. He thinks it applies to all professional services firms&#8217; principles, and to all entrepreneurs who seek to be a &#8220;trusted advisor.&#8221; How to be perceived as a Trusted Advisor: Do pro bono [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Determining Value-Based Fees for Software Projects &#8211; Part 3</title>
		<link>http://www.markrichman.com/2009/08/23/determining-value-based-fees-for-software-projects-part-3/</link>
		<comments>http://www.markrichman.com/2009/08/23/determining-value-based-fees-for-software-projects-part-3/#comments</comments>
		<pubDate>Sun, 23 Aug 2009 16:00:52 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[value-based-fees]]></category>
		<category><![CDATA[linkedin]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=78</guid>
		<description><![CDATA[I followed up on David Winch&#8217;s last points with some more of my own: &#8220;Now, all I need is a few prospects on whom to practice! But I&#8217;m sure &#8216;how do I find clients?&#8217; is a huge component of your workshop, so I do not presume to receive such a detailed response to that one. [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Determining Value-Based Fees for Software Projects, Part 2</title>
		<link>http://www.markrichman.com/2009/08/09/determining-value-based-fees-for-software-projects-part-2/</link>
		<comments>http://www.markrichman.com/2009/08/09/determining-value-based-fees-for-software-projects-part-2/#comments</comments>
		<pubDate>Sun, 09 Aug 2009 21:05:53 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[value-based-fees]]></category>
		<category><![CDATA[linkedin]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=70</guid>
		<description><![CDATA[Part two of my online discussions with David Winch:- &#8220;While I understand the concept behind value-based fees, I&#8217;m still trying to wrap my head around how to apply them to what I consider highly commoditized services. That is not to say I devalue my own worth, but I do recognize that there is an upper [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Determining Value-Based Fees for Software Projects</title>
		<link>http://www.markrichman.com/2009/08/04/determining-value-based-fees-for-software-projects/</link>
		<comments>http://www.markrichman.com/2009/08/04/determining-value-based-fees-for-software-projects/#comments</comments>
		<pubDate>Tue, 04 Aug 2009 18:47:16 +0000</pubDate>
		<dc:creator>Mark A. Richman</dc:creator>
				<category><![CDATA[consulting]]></category>
		<category><![CDATA[marketing]]></category>
		<category><![CDATA[sales]]></category>
		<category><![CDATA[value-based-fees]]></category>
		<category><![CDATA[linkedin]]></category>

		<guid isPermaLink="false">http://www.markrichman.com/?p=65</guid>
		<description><![CDATA[A couple of days ago David Winch noticed me talking on Twitter about &#8220;Determining Value-Based Fees for Software Projects&#8221; Specifically I said: &#8220;While I generally agree that Value-Based Fees (a la Alan Weiss) are the best way to charge and get what you&#8217;re worth as a consultant, I don&#8217;t know how well this approach translates [...]]]></description>
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		<slash:comments>0</slash:comments>
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