Valuing Expertise in the Coaching and Consulting World

Introduction: A Lesson in Giving and Receiving
For nearly five decades, my life purpose has been one of service—sharing my expertise, insights, and support with countless individuals and organizations. Recently, a meeting with my wife, bookkeeper, accountant, and financial planner offered me a surprising reflection: in the past year alone, I had given away over $150,000 worth of my time and expertise without a formal arrangement. While my intention has always been to serve, their thoughtful “intervention” reminded me of an important truth: generosity without structure often undervalues the expertise we bring and, unintentionally, diminishes its impact.

This realization isn’t just personal—it’s a challenge many coaches and consultants face. We often give freely, driven by a desire to help, only to find ourselves undervalued or overextended. This article explores how we can align generosity with equity to create meaningful, reciprocal relationships that honor both our purpose and our profession.

The Problem: The Cost of Being the “Nice Guy”
Many of us in the coaching and consulting fields start with a genuine desire to help. However, when we consistently give without setting boundaries or expectations:

  • We Devalue Our Expertise: When services are free, clients may undervalue the advice and insights offered. “Skin in the game” creates accountability and commitment.
  • We Risk Burnout: Constantly giving without measurable returns can lead to emotional and professional fatigue.
  • We Miss Opportunities: Time spent on unpaid or loosely structured engagements could be used to deepen relationships with paying clients or explore new opportunities.

For me, the financial analysis highlighted the tangible cost of this pattern—$150,000 worth of service that could have been reinvested into my practice or initiatives aligned with my purpose.

The Solution: Building Equity into Generosity
To serve effectively while valuing our time and expertise, we need to establish frameworks that create mutual respect and measurable value. Here’s how:

1. Create Clear Agreements

Every engagement, regardless of its nature, should be formalized with an agreement that outlines:

  • Scope of Services: Define what you’re offering and the expected outcomes.
  • Reciprocity: Whether it’s monetary compensation, bartered services, or a charitable donation, establish a form of exchange that reflects the value you’re providing.

2. Develop a “Skin in the Game” Philosophy

When clients invest in the relationship, they are more likely to take your advice seriously and follow through with action. This doesn’t always mean money—it could be time, effort, or another valuable contribution.

3. Set Boundaries and Priorities

Establish how much time and energy you’re willing to allocate for pro bono or goodwill efforts. For example:

  • Reserve 10% of your time for charitable work or mentoring.
  • Prioritize engagements that align with your values or offer long-term impact.

4. Offer Discovery Chats, Not Free Services

A no-cost discovery chat is a great way to provide value upfront while gauging a client’s needs and expectations. Beyond this initial session, formalize the relationship to ensure mutual commitment.

Practical Steps for Coaches and Consultants

  1. Audit Your Time: Take a hard look at where your time and expertise are going. Are there patterns of over-giving?
  2. Establish a Policy: Clearly communicate your approach to fees, contracts, or barter arrangements with potential clients.
  3. Leverage Pro Bono Work Wisely: Use unpaid engagements strategically to build credibility, explore opportunities, or align with your personal mission.
  4. Track the Impact: Monitor the outcomes of your structured agreements. Are clients more committed? Are you seeing measurable returns?

 To Wrap Up: Balancing Service and Sustainability
As someone whose life purpose is rooted in service, I understand the desire to give freely. But service must also be sustainable. By creating frameworks for reciprocity, we not only honor our own time and expertise but also empower our clients to value and act on the guidance we provide.

For coaches and consultants, this isn’t just about earning a living—it’s about fostering relationships that are built on mutual respect and accountability. Let’s move from being “nice” to being equitable, ensuring that our generosity leads to meaningful and lasting impact.

Call to Action:
If you’re a coach or consultant, take a moment to reflect: Are you valuing your expertise in a way that serves both you and your clients? If not, what steps can you take today to align your practice with equity and sustainability?

Contact: peter@fullspectrumleadership.com

Peter Comrie of Full Spectrum Leadership

Tags: #coaching #valuing #equity #boundaries #accountability #Peter Comrie

Share this article
The link has been copied!