I used to work as Consultant to help people to adopt Agile and every time that I have to send my rates to the clients I wondered Did they understand what is my service?
If you offer a Scrum course of two days that is the most usual nobody complaint about the price. However, when the client needs an Agile Coach or Scrum Coach for several months (even worse if the service will be only for a few weeks) you have to meet many times with him to explain in different ways that Agile Coach is delivering value.
Once I was in a Lean Coffee with a couple of publicity managers who had an issue about their Stand up meeting. They have four Kanban team so they have to deal with five Kanban physical boards. One of them has the big picture and the rest are one of each Kanban team. Well, they have met the big one and then everybody attend their Kanban team. I suggested them to reverse the schedule. It means, first of all, every Kanban team has to attend their own daily meetings and them one of the team member has to assist the Kanban company. After that, they told me this minor change had a huge impact on their planning.
When they requested my services, I send my rates to do a diagnostic about their current situation. However, they couldn’t understand my rate and they divided my rate by the hours that supposed to have my service.
if you as Agile Coach or contract Scrum Master are having the same issue I strongly recommend you to read this book.
Value-Based Fees How to Charge-And Get-What You’re Worth written by Alan Weiss
It contains everything Alan knows about value-based fees, a concept he pioneered over a decade ago. The book explains, step-by-step, how to create value-based fees and how to present them to every new client (and how to convert existing clients).
I would like to read your comments about how well you deal with clients when they request your Agile services!!!!