What's the general opinion on this? My team is having to deliver 2 weeks extra on a strategy project (on account of client being rubbish at scheduling and controlling info.) The (very senior) project sponsor is ignoring the fact that they need to pay for it. My boss has instructed us to deliver this for free, as an inroads into implementation that's supposed to follow.I am beside myself. Direct client has stretched the team a lot in the process, and I feel like they're getting away with murder (to the tunes of tens of thousands - which I intend to load into any proposal that goes in their direction.) Am I right to be absolutely livid? How do others cope with such crimes against the profession?

Well, that happens a lot these days sadly. Clients almost seem to think that they only ever need to pay for "stuff", not "time". I say, do what your boss says. If he wants to give away consultancy time for free, then that's his prerogative I guess. But, here's the thing: The next time you have to write a proposal for them, make sure you include "danger money". You know what I mean - if you think the cost is £30K for example, then just pad it out with loads of extra time, increase the day rate, stick in stuff like allowances for admin, and turn it into a £50K proposal. If the client accepts - great. At least then they're paying for your time. If they don't - well, consider it a lucky escape. On occasions, I've actually trebled my day rate just because I didn't want to continue working with a particular client.It sounds like your boss is a little naïve, by the way. You should never work for "free" on the promise of more work down the road. Good clients are willing to pay for what you contribute NOW. We've all been burned by projects that get cancelled or clients that are, frankly, liars - and giving discounts or freebies up-front has got to be one of the worst ideas ever. Reward loyal clients if anything, not clients that want the freebies then can the project or have something "unexpected" happen before you get to the point where you can start profiting from the relationship.

I agree re: loading cost into next stage come hell or high water. Worst thing that can happen is they'll say no, which will be great, given their free riding, team burning, flip-flopping tendencies. I think this month's pipeline hasn't been terrific, so I understand my boss' motivations to some extent, and I am sure the clients' pulled the old - "can't get budget until this is wrapped up + going 2 weeks over ain't going to do you any favours with the board, etc etc." Positive thing is the client's actually very pleased with the work, but I feel demoralised to the bone and I can't help but suspect that I am not going to enjoy working on this going forward.

Assuming you've not f****d it up then, yeah, this is just plan stupid and should have been managed by flagging the risk and the consequences earlier.Either the work is chargeable, in which case the client picks up the tab, or it's investment and the senior manager with P&L responsibility takes it on the chin and accounts for it there so the consultants remain notionally chargeable. Making the mid-level and junior guys slog it out for no personal benefit other than the honour of being "team players" is the act of a churlRegards,EC

Ah, stop whining, you wimps! Your work is worth what a client is willing to pay for it!Can't argue with supply and demand...?

I think he should restrict the supply-side, or at least adjust the price so that it reflects the true cost of production... charge more for the same outputs and let the client decide how much gets purchased at that price...there seems to have been a distortion happening here whereby the guy's line manager is pushing the supply curve to the right and is pretending that costs of production are lower than they actually are (thanks to passing it on to the poor unsuspecting consultancy team who no doubt are on a fixed salary and are doing the work in their evenings and so on)... this guy's objective needs to be to push it back to the left again :)

Coolio,I think Bushy is right, I'm all for MCs charging far far more £££ for their daily rates or a piece of work, this will in turn make you and I seem super cheap!Our day rates will seem a bargain! Bushy, please ensure you increase your rates especially for core delivery type of work especially in Financial Services. ThanksAnon

Actually, the industry is well-over supplied and some aspects of consulting (esp strat) are very bullshi**y, making it easy for chancers to come in and flog suspicious work at suspicious prices. Any rational client should be aiming to pay as little as they can get away with, which amplifies the supply side issues. From a project perspective, I wanted to pull the plug at 5:30 on the last commercially covered day, and leave them to deal with of 3 months worth of competitor price curves and financial models (which they can't do.) Management, however must believe in karmic justice.

so, so true