Charging for a Consultant's Time on the Second Day of a Corporate Away-Program

When a consultant is booked for a corporate away-program abroad, delivering training on the first day but not on the second day, the question arises whether it's appropriate to charge for the second day. This scenario involves several important factors, including contractual obligations, the nature of the work, and the consultant's availability for other engagements.

Content and Contractual Obligations

Without a clearly defined contract, the best approach is to charge a fixed price for the entire training program that includes the second day. Additionally, it is advisable to factor in preparation time, which is essential for delivering high-quality training sessions. Lack of a contract makes it challenging to bill on a time-and-materials (TM) basis, as clients might dispute the hours worked. Conversely, if the consulting work is performed abroad, and the consultant has to spend the entire next day traveling, charging for the second day seems reasonable.

Fixed Price vs. Time-and-Materials Basis

It is generally advisable to use a fixed-price contract for this type of work. Billing on a time-and-materials basis can lead to potential disputes over the hours spent. Fixed rates ensure transparency and clarity about the services provided and reduce the risk of misunderstandings. If you must charge on a time-and-materials basis, make sure to document all the services rendered and the associated time taken.

Preparation and Time Management

Using the time effectively can enhance your performance with the next client and impress your current client. Conclusively finishing the work for the first client and using the remaining time productively will demonstrate your value. For full transparency with your initial client, disclose the original fee minus the second day's charge and provide an explanation. This will not only maintain goodwill but also set a precedent for future engagements.

Program of Events and Expectations

The appropriate decision depends on the program of events planned for the consultant. If the away-program included training on the first day and availability for further discussions or questions on the second day, then charging for both days would be reasonable. However, if the consultant is only expected to deliver training on the first day and be available for questions on the second day, then charging for the second day without providing significant additional services would be questionable.

Availability and Expectations

The consultant's availability should align with client expectations. If the consultant feels like hanging around or doesn't want to catch the evening flight, it's not appropriate to charge for the second day. Conversely, if the consultant is expected to be present for significant meetings or due to travel constraints, charging for at least part of the second day would be justifiable.