How To Seek the advice of For Fairness And Get Paid What You are Value


In the event you receives a commission as an search engine marketing guide by the hour or undertaking, your incomes potential will all the time be restricted by the variety of hours you’re employed.

And when you cease working, the cash stops flowing, too.

Even for those who handle to work extra effectively or elevate your charges, there’ll all the time be a most restrict to your revenue. How do you recover from that wall?

Roland Fraiser suggests you begin getting paid for the worth you carry to your purchasers to beat this limitation and unlock greater earnings.

“Don’t let your genius be another person’s retirement.” – Roland Fraiser

In a current episode of the SEJ Present, we had the privilege of internet hosting Roland, an award-winning podcast host, Stanford College Advisor, and principal of six of Inc.’s fastest-growing corporations.

Roland shared some fascinating insights into different cost fashions and the way consultants and companies can begin the transition to producing wealth and revenue.

Why Consulting For Fairness Is The Good Manner To Get Paid

Roland emphasised the significance of not relying solely on conventional compensation fashions equivalent to flat charges, hourly funds, or income shares.

These fashions will not be sustainable from a quality-of-life perspective as a result of they require steady work to generate revenue.

As a substitute, Roland means that consultants and companies keep away from the “{dollars} for hours” entice and discover methods to rework their efforts and the worth they supply into fairness.

The idea is to leverage your information, expertise, and connections to barter compensation that displays your long-term contributions and the expansion in enterprise worth.

In case your contributions proceed to profit the enterprise, you should be rewarded with a share of earnings or fairness.

How To Discover Consulting For Fairness Alternatives

Getting paid in fairness requires some effort. Negotiating these cost fashions takes time, and for those who’re not cautious, it can lead to no quick revenue.

Roland realized this lesson firsthand:

“After I began out on this subject a very long time in the past, I made a number of errors and ended up with fairness in twenty companies however no cash. More often than not, the companies both didn’t generate earnings or reinvested them for development, leaving little to distribute…So, I used to be placing in a whole lot of work with none revenue. It taught me the significance of getting each revenue and wealth.”

To keep away from this pitfall, Roland recommends the next steps:

  1. Concentrate on companies with present money movement and profitability somewhat than startups.
  2. Establish areas the place you possibly can considerably influence and add worth to the corporate.
  3. Quantify the worth you possibly can carry, equivalent to value financial savings or income era.
  4. Calculate the share of worth you possibly can contribute to the general price of the enterprise.
  5. Method the enterprise proprietor with a transparent proposal, emphasizing the continuing worth you possibly can present.
  6. Negotiate the phrases, contemplating components like milestone-based or KPI-based compensation if mandatory.
  7. Current your contribution as an ongoing funding that will increase the enterprise’s general worth.
  8. Decide the particular valuation and agree on the phrases reflecting your added worth.

One in all Roland’s most crucial ideas is to take care of open communication with the shopper and be certain that you ship in your guarantees to ascertain belief within the relationship.

Positioning Your self To Seek the advice of for Fairness

In contrast to hourly or undertaking income fashions, fairness cost fashions require preparation, together with branding, strategic positioning, and demonstrating the worth of providing complete providers.

1. Transition From search engine marketing To Development Strategist

To keep away from being restricted to a particular position or experience, it’s essential to ascertain a transparent model and outline your required positioning.

You could transfer past being solely recognized as an search engine marketing specialist.

As a substitute, goal to be seen as a strategic accomplice, providing a broader vary of experience for larger worth and alternatives.

2. Construct Strategic Alliances

Align your self with professionals who provide complementary providers to reinforce your worth proposition.

Collaborating with specialists in numerous areas means that you can take a holistic method to problem-solving and show a broader vary of capabilities to potential purchasers or employers.

3. Craft A Distinctive Model Id

All through the episode, Roland emphasised the importance of branding in shaping a possible shopper’s notion.

Defining a differentiating issue that unifies your varied areas of experience is essential, he says. Select a particular focus or specialization throughout the broader development panorama, equivalent to AI for demand era.

This area of interest choice means that you can stand out in a crowded market by presenting your self as an issue solver with distinctive insights and approaches, bringing distinctive worth to the desk.

4. Content material Technique for Model Growth

After establishing a centered model identification, consultants can step by step increase their content material technique to cowl broader matters inside their experience.

For instance, Roland Fraiser transitioned from being acknowledged because the “acquisitions man” to exploring associated fields like exits and fundraising.

This progressive growth demonstrates his steady development and adaptableness whereas retaining his preliminary model positioning.

4. Talk Your Worth And Objectives

Consulting for fairness depends in your skill to speak your worth and long-term targets to purchasers.

From the start, share your intention to ship distinctive outcomes and create lasting partnerships.

And don’t hesitate to specific your want to acquire fairness in an organization. Roland says doing so does 4 issues:

  1. The shopper realizes that having you as a accomplice is an choice.
  2. Shoppers show that they consider in you.
  3. Exhibits the shopper is prepared to spend money on themselves.
  4. The shopper understands your targets.

It additionally demonstrates your long-term dedication, brings the worth you present to the entrance of their minds, and may be the inspiration for a strong long-term relationship.


For the precise search engine marketing, advertising and marketing skilled, or company, different compensation fashions equivalent to fairness or fractional c-suite positions will be the ultimate method to take your profession (and your revenue) to the subsequent degree.

On the lookout for extra ideas and insights from Roland on begin consulting for fairness? Be sure you take a look at Episode 308 of the SEJ Present.