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Do You Charge for Discovery/Onboarding Work?
In my recent experience, my policy on charging for discovery work came under scrutiny for the first time. A client expressed concern about the fees applied after the initial discovery phase and suggested I should make the transition between complimentary and billable phases clearer. I offer a free initial discovery call, as explicitly indicated by its title. However, once onboarding begins—a process requiring significant time and effort—my billing starts as I delve deeper to thoroughly understand the project requirements.
Do you also implement charges for this phase? If so, how do you effectively communicate it to your clients? This client has been particularly meticulous about every detail, and I’m contemplating whether continuing this collaboration aligns with my business interests.
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One response
Charging for discovery and onboarding work is a common practice in many industries, especially in consulting and freelance work where initial assessments and the onboarding process can require substantial time and effort. Here’s how you can approach this situation, clearly communicate your process to clients, and handle concerns like the one you’ve encountered:
Do You Charge for Discovery/Onboarding Work?
Yes, it is reasonable to charge for discovery and onboarding work if it requires significant time and expertise. This process often involves understanding the client’s needs, assessing the scope of the project, and laying the groundwork necessary for successful project execution. Charging for this phase ensures that the client is committed and values your expertise. Here’s how you can manage this effectively:
Communication Strategy
Use your proposal or contract to specify where the free assessment ends and the paid work begins. This should include specifics about timeframes, activities involved, and deliverables.
Use Clear Documentation:
Example: “The initial 30-minute discovery call is complimentary. Subsequent detailed analysis, meetings, and onboarding activities are billable at my standard hourly rate.”
Have a Transparent Pricing Structure:
Example Pricing Statement: “After the initial discovery call, our detailed discovery and onboarding process is billed at $X per hour. This includes deeper analysis, strategy sessions, and preparation for the project.”
Set Client Expectations Early:
Handling Client Concerns