Risk,reversal,Getting,paid,for finance, share, loan Risk reversal - Getting paid for performance
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I've regularly written about the importance risk-reversal plays indissolving buyer scepticism. As a way of allaying buyer fears, some of myclients have adopted money back guarantees and their sales have increaseddramatically just as a result of implementing that guarantee.One area where buyer scepticism is particularly rampant is when it comes toenlisting consultants. A company knows they need to enlist the services ofa consultant to increase their bottom line, yet in most cases, they've beenburnt before, paying too much money to consultants that don't come up withthe goods.And, when I speak with consultants many tell me that their services are somuch better than their competitors, yet when asked if they are willing tooffer a guarantee, 99% say "NO".The reason for the "NO" answer? I often get told, "Advice is only as goodas the implementation" and unless they can control implementation, theycan't guarantee an outcome.As a consultant myself, I see their point. It's very, very true, however I'dlike to tell you a story about a global, franchised consulting group thathas been offering a bold "no win, no fee" guarantee for years, with greatsuccess too, I might add. As a result, they have no problems getting theirfeet in the doors of even the biggest multi-national firms.The company is Expense Reduction Analysts and they offer a cost reductionservice whereby they reduce a company's business operating costs in areaslike printing, stationery, freight, telecommunications, travel and so on.Instead of charging a fee for this service, they charge 50% of the savingsrealised in the first year. If no savings are found, no fee is paid.In reality, every company they work with does achieve savings with mostshaving 23% or more off their costs. With the size of the companies ERAworks with, this represents a saving of anywhere between $100,000 to$1,000,000. One multinational client has just saved $2million thanks toERA's efforts. (Incidentally, the ERA consultants involved with the projectpocket a healthy proportion of those savings as their fee.).If ERA consultants were to charge a set fee for their services, their incomeper client would be a fraction of what it is now. What's more, without aguarantee in place, their sales conversions would be significantly lowertoo.With the "no win no fee" guarantee, everyone wins. The client wins becausethere is absolutely no risk in dealing with ERA. Additionally, any feesthey pay ERA come out of savings realised so it is money they wouldn't havepreviously had anyway.And, the ERA consultant wins too. Their consulting fees are many, manytimes what a "fee for time" consultant would charge.As you can see, if you're a consultant or part of a consulting firm, it paysto see how you can re-structure your services so you can offer a FEE forresults arrangement.To find out more about ERA's "no win, no fee" offer, you can visit theirwebsite at http://www.expense-reduction.com.auWhile I'm talking about consultants, ERA is currently looking forexperienced business consultants (in Australia) to become self-employedExpense Reduction Analysts, as part of their franchised operation.If you'rethinking of a career change, and you'd like to explore the Expense ReductionAnalysts franchise opportunity, just visit their international website atwww.expense-reduction.net
Risk,reversal,Getting,paid,for