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It’s a way to have what you gain over your prospects and customers’ proposed set budget. Think of it as the extra fund for fun (new projects, new products, more vacation, more bonuses, paid-time-to-think-bigger…). Blair Enns calls it your RAB Fund. And gives this example: Let’s say you have a client with a stated budget of $20,000 and you present a proposal with options priced at $20k, $35k and $90k. (Don’t read too much into those numbers or their relationships with each other.) If the client chooses the middle option of $35k, then your RAB score on this proposal is $15k, and you have $15k in your RAB fund for the year.
If on your next proposal your RAB score is $40k, then you add that to your previous total ($15k) and you now have $55k in your RAB account. Repeat until the end of the year, watching your RAB fund grow. Wouldn’t you enjoy having an extra fun fund? |