Worked scenario
Advice given after the engagement formally ended
Post-engagement advice is the most common unbilled work in consulting, and it is given by people who do not know how much of it there has been.
3 min read
An engagement closes. The client keeps calling, because the consultant now understands their business and a five-minute answer is genuinely valuable.
Individually trivial, collectively significant
Nobody refuses a short call. Nobody counts them either, so the practice cannot tell whether a client is receiving an hour a month or six.
Evidence changes the conversation
Proposing a retainer without figures sounds like an attempt to charge for goodwill. With a record of what has actually been provided, it is a straightforward description of the relationship as it already exists.
What changes
- Time recorded against the engagement even after closure
- Out-of-scope requests logged as such at the point they arrive
- A visible total before the relationship is repriced
- Retainer conversations opened with evidence
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