When to Walk Away From an 'Energy Sucking' Client

My collegue Martyn Wickens was so kind to share this story from the advertising industry. It describes a situation everyone of us encounters when particular prospects try to convince you to work for nothing. Ever heard of contingency or "succes" fees ? India Media Agency Head Les Margulis Sends Message to Unilever and Marketers Looking for Free Work Article by Les Margulis, President of Media Direction India in Mumbai India Media Agency Head Les Margulis Sends Message to Uniliver and Marketers Looking for Free Work:

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About pricing

A carpenter could explain his bill as follows:

10 USD for hammering

90 USD for knowing where to hammer

The same ratio applies to the executive search consultant. The 90% of the bill will be situated in the consulting (where, how and why), not in the hammering, eh.... searching.