What are Barry's Fees and Expenses?


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There are several interacting factors that Barry considers in setting his professional fees. (Sorry, it's not simple.)


Note #1 - NUMBER OF PERSONS SERVED - The larger the group, the more complex will be the training and activities, the more can go wrong, the more energy required, and the more complex and stressful the leadership role. Basically, I charge a lower rate for groups of 25 persons or less, and a medium rate for groups larger than 25 but not more than 150, and a higher rate for groups larger than 150. Of course a few persons either way of those cut points are not significant and do not matter.

Note #2 - PREPARATION TIME - I do NOT specifically charge clients for preparation time unless that preparation requires considerable time or requires creation of many new materials. In these cases, payment for this time is always discussed and agreed upon in advance. Also, I will gladly negotiate a discounted "package price" for the project. If the total project is to actually develop materials, I will do the work in my own office (see "E" below) and I will charge a different, lower rate for that time.

Note #3 - THE RELATIONSHIP BETWEEN LENGTH OF CONTRACT & FEES - Barry is a full time private consultant & trainer and as such, he has business and personal needs just like his clients. The trickiest aspect of his business is the lack of a steady, reliable income. That is why longer term contracts are so desireable and one reason why Barry is willing to discount his fees for longer term projects. Please consider the benefits of this for your own cost savings when deciding how much work to include in a contract with Barry.

Barry's work is not limited by organizational or a supervisor's constraints because he is the boss. That means that he can work with you filling many roles, and with a group of people in the same program at many points over time in a sequence of development. His work with you can be on a limited or a very in-depth and long term basis. Contracts can be as short as one day, or can last several months or even years. In fact, as a staff developer, his preference is to do longer term, developmental projects because they are more personally and professionally satisfying. Therefore, the longer the term of the contract and the more work it provides, the greater the discount on the project fees will be.

Note #4 - BARRY'S EXPERTISE - In addition to working in areas of his known expertise, Barry also tries to select related consulting & training opportunities which allow him to learn or expand his experience and expertise. When that is the case, he is very careful to candidly discuss his strengths and responsibilities with clients and to do nothing that would negatively impact the success of your project. Specifically, he will not accept any assignment for which he has any concern about delivering a successful result.

Further, when an assignment requires greater learning to do it well, Barry knows that he will gain many future benefits from that learning and that the cost of the time to do that learning should not be born by the current client alone. That is why the issue of Barry's learning and growth is important here. He is willing to increase his discount for services in such a case.

Note #5 - TRAVEL TIME - Barry does NOT specifically or automatically charge clients for his traveling time. However, when Barry must travel, that day is effectively unproductive for him as a worker. Consider the issue of productivity when Barry must lose a day to travel to your site, work a day, and then lose a day to travel home again. That is why multiple consecutive days of work are so important to us all.

If travel must be done during work hours and travel requires Barry to use time during which he could be working with other clients, he must consider the time lost in pricing his services. The cost of this time is very reasonable since it is necessary to the work but we know it is of little direct value to the client.


Please note that each project is individually planned, all the above factors are considered, and costs are individually calculated. However, here are examples of Barry's typical fees.


Please note that each project is individually planned, all the above factors are considered, and costs are individually calculated. However, here are examples of Barry's typical fees.


The client pays my travel and other necessary expenses, which I promise to keep reasonable.


Barry suggests two options for accounting for his project work. He prefers the first option but the choice is yours.


When a contract extends over a longer period of time, such as more than a month or two, Barry will ask that the contract specify periodic (monthly?) payments of a fraction of the total contract. This ensures that his expense costs (credit cards) are routinely paid down. Barry and the client will discuss and agree on which approach to use.

EXAMPLE #1 - A contract for 4 months of work totals $7400. Using the 1st choice above, Barry invoices at the end of each of the four months as follows to reflect actual work done:

EXAMPLE #2 - A contract for 4 months of work totals $7400. Using the 2nd choice above, Barry invoices at the end of each of the four months for $1850 (1/4th the total each time).

OTHER EXPECTATIONS OF THE CLIENT - The client also provides:


Contract cancellation is most often caused by:

1. Inadequate needs assessment
2. Lack of clarity in definition of goals
3. Inadequate understanding of the processes involved in leading complex change initiatives.

IF needs assessment, planning, and collaborative contract negotiation are properly done, all of these problems will be avoided.

When a contract is thoughtfully negotiated and freely entered into, it is a statement of the good faith intentions of each party to do important work together. When Barry and the client each sign a contract, BOTH parties expect the other to honor that statement of intent. To do otherwise makes contracts meaningless. Therefore, contracts should only be broken under the most unusual and unavoidable circumstances, and NOT just because something has changed. If something has changed the contract should be adjusted to address the change.


* Note - "Written advanced notice" includes email.

** Note - Assumes that " travel tickets already purchased" cannot be used in any future work with the same client. If tickets CAN be reused at a future date, the airline charge for changing the date of the ticket (usually $75) is all that the client will be asked to pay.

Note - Posponing a reserved date to another new date is NOT considered a cancellation. In the case of postponement, the client will be expected to pay any reasonable consultant costs, such as the airline charge for changing the date of the ticket (usually $75).

The "North Carolina/Delta Airline" Story

This story is presented here to illustrate the extent to which Barry Sweeny will go to honor his commitments.

"I was the opening trainer for an afternoon at a mentoring conference to be held at a nice resort in the Blue Ridge Mountains of North Carolina. The site was about a two hour drive from Raleigh/Durham Airport so...

Travel plans included:

Here is what actually happened:

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