http://www.clientalmighty.com/why-working-on-retainer-is-bad-for-your-business/ Working on retainer sucks! It won't help your get more Clients especially the sort you really want. Indeed, it might help close more deals, but they're not the sort of deals you want. Working on retainer sucks because it limits your earning capacity, discounts your work, leaves you open to dispute and undermines your authority over time. You'll struggle to attract new Clients as your credibility erodes. The first reason not to work on retainer is that is caps your income. Your fees will only be a big as your retainer. The second reason not to work on a retainer is that your Client, at some stage, will feel ripped off. You simply won't work at the same intensity each month and for every hour you work over time, they'll think you'll do the same the next month and the next month. When things ease off they wonder why you're not working as much and resent paying you. They won't care that you over delivered before. The third reason not to work on retainer is scope creep. You'll always end up doing more that you've charged for. Why rip yourself off? And the fourth reason not to work on retainer is that you'll lose your perceived magic powers. You've heard that old chestnut "Familiarity breeds contempt" ... and with that you lose your ability to charge a premium. Working on retainer sucks. Don't use it to get more Clients or increase sales. If you're really good enough, they'll pay. If you keep hearing that your fees are too high then get better at what you do and add some extra value to your package, but don't offer to work on a retainer. You get more Clients as you offer more value and deliver results. And they'll just say "Yes" to whatever you ask!
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