Value-Based Fees: How to Charge—and Get—What You're Worth: A Guide for Consultants, Second Edition

11.3. THE REMOTE CONSULTANT

Can you effectively serve clients from a distance? Yes, I've been doing it for years.

I had worked on projects for Hewlett-Packard for over a decade when a small one surfaced that my buyer and I quickly reached agreement on for $50,000, over the phone, with an electronic proposal. After we concluded the deal, we were chatting by phone about priorities when she asked, "When will you be here and for how long?"

"I don't plan on being there," I replied (HP is headquartered in Mountain View, California, and I live in Rhode Island).

"Never?" she practically yelled.

"Who is your boss and your boss's boss?" I asked.

"You know that. I report to Rob in Brussels, and he reports to Gloria in Hong Kong."

"And how often do you see each other?"

"We haven't seen each other in person for over two years."

"Well, I'm just trying to fit in."

I completed the project in six weeks from my home. It involved phone and e-mail interviews, analysis of documents I received as PDF files, debriefs with my buyer, and a final conference call with my recommendations to a committee she assembled to implement the next steps internally.

HP has been a leader in telecommuting, flexible hours, and remote workers. Why not be an equivalent leader with consultants?

I'm not talking about product sales and other passive income here (although I will in a few minutes as you read on) but rather honest-to-goodness consulting using technology to avoid travel and personal appearances. Note that this ...