What do you do if your freelance IT Operations Management consulting rates are too low?

It is important to verify how low rates really are, and what I recommend is a basic comparison with current industry standards vis a vis your technical acumen (potential). That is the comparison you should base your rates upon and not quite your strategic inputs, complexity of projects, etc. because you may not have had the opportunity yet to demonstrate these yet. However, keep your new rates competitive enough. I say this because considering factors like experience, complexity of the projects you manage, your strategic input that may have helped organizations to optimize their IT operations, etc. is a recipe for second guessing yourself and failure to adjust your rates accordingly.

You have been offering a level of service to your clients, this is the time to reiterate them. You are already acquainted with the way they run their business, make sure you tailor your value proposition to align with any current pain points they may have identified and how you are poised to address them effectively

From my experience when an organization is hiring a consultant there are two things they are most interested – the fit for their needs, then the experience of the person involved. The fit covers two aspects, one is the industry of the organization and the second is the specific problem they are facing. While a general IT Operations Manager has their place, typically when looking for a consultant people are looking to solve a particular problem. Your value proposition can be greatly improved by showing expertise in specific industries, letting your potential customers know that you are knowledgeable what their needs and operations. The next is showing that you can drill down even further to their specific ITOM needs.

A solid communication plan is of vital importance to land the gig. Your knowledge and background help to get you found, but after that the potential client wants to know how the working relationship is going to be. If you have great communications skills, with the ability to articulate the plan, and present it in a friendly and cooperative manner, you will put the client at ease. Try to remember that the client is seeking a consultant because they feel overwhelmed by a task or situation, so you are already starting with somebody who is potentially agitated. The quicker you can show you are there to work with them, and get their issues solved to their needs, the faster you build that relationship.

Nobody likes it when prices go up, so coming up with a good transition strategy to make sure your clients understand the need and that you want to make the transition as smooth as possible is important. A couple of factors to consider is if you know their planning and budgeting cycle. Nothing is worse than working on the next years budget, getting it approved, then suddenly finding out one of your vendors is increasing their rates throwing your budget off track. Another factor is to see if you can provide more value, along with that increase in cost. Use it as an opportunity to see if there are simple (and cost-effective) solutions that would help make life simpler for them. For example using e-billing systems, reducing their costs.

Here's an idea I've used for more than four decades as independent IT consultant. Raise your rates. In your rate review phase, I've found climbing to the top of a 40-foot ladder to think about the best rates facilitates strategic thinking. (I believe it has to do with the thinner air and cognitive brain function.) My approach to rates is to have a sliding scale rate card that is private to you only. Apply the maximum rate you believe a client will absorb and then add 25 percent for the purpose of your pitch or solicitation. Good luck.

It is vital as an IT Operations Management freelancer to remain updated with the latest developments, best practices, etc. Investing in continuous learning and acquiring relevant industry recognized qualifications and certifications such as ITIL, Project Management, Cyber Security, etc. are essential additions to deepen your expertise, enhance your portfolio, and make you more attractive to clients seeking cutting-edge IT Operations Management solutions