Heads up, this entry is in two parts. But they both relate to each other so it’s okay.

A little more than a week ago I got a good question on the Ask Eileen page:

Hello Eileen,
I have worked with a senior group for the past 6 months at a reasonable rate doing chair massage 5 days out of the month. I am now being offered a 1 year contract but have been asked to reduce my fee as their budget is tight. They feel that since they are guaranteeing me work for a full year, I should accept a reduction in fee.


I love working with this population but my budget is also tight. I now receive $90.00 for 90 minutes, they are now asking me to accept 75.00 for 90 minutes. Everyone, including me is feeling the squeeze now and I really depend on this money and hate to loose it but I think they are asking for too much of a decrease.

I know how I would handle this, but, since this is very much a business question I called on Cherie Sohnen-Moe (her Business Mastery is celebrating its 20th year (!) of publication next month) for another opinion.

Not knowing many of the important details, the response was more of a series of questions:

“Hi Sandra—

Let’s see what we can do for you.

I called Cherie Sohnen-Moe about this one. I know what I would do, but …

She had a lot of questions for you:

1. Are you there for 90 minutes ONLY per day?
2. Are you working on seniors or staff or both?
3. Do any of them give a supplemental payment?
4. Is your business table AND chair or just chair?
5. Is there an opportunity through this work to get clients for your table?
6. What are other people in your area charging? Is $75 for 90 minutes close?

Not knowing the answers to these, Cherie’s first suggestion is to negotiate for a bigger time slot (maybe three hours) so the drive, set-up and take-down are more cost-effective.

Can you open up your chair to paying customers (like inviting the staff to get work done when you’ve finished with the seniors — charge a come-on rate to the staff)?

Let us know and we’ll get cracking.”

And then I sat back and waited for answers. And let a week go by. My bad, there. I just assumed that you (the reader) get some sort of automatic alert when I respond to the questions or comments you leave. Well, we all know what happens when we assume.

Sigh.

So Sandra and I finally connected yesterday. She had already worked things out with the senior center. The Center is funded by the city and the city cut its budget all over (story of our times, eh?) so they needed her to take a cut, too.

Sandra made a strong decision that preserved her integrity personally and professionally. She will still be paid $60/hour ($90 for 90 minutes), but will reduce the number of hours she works.

This decision allows her to continue working with people she feels called to serve and also ensures that the Center respects her profession. It also shows the Center that Sandra is aware of their constraints and is willing to meet them half way.

Good going, Sandra.

Feel free to send in your marketing questions to Ask Eileen. I will do my level best to respond promptly AND send an email telling you I’ve responded.

By the way, Sandra’s answers to our questions are:

1. Are you there for 90 minutes ONLY per day?
Some days have two 90 minute sessions, some days have one 90 minute session.

2. Are you working on seniors or staff or both?
Seniors only.

3. Do any of them give a supplemental payment?
No.

4. Is your business table AND chair or just chair?
Chair Only.

5. Is there an opportunity through this work to get clients for your table?
No, it would be a challenge for them to get to me.

6. What are other people in your area charging? Is $75 for 90 minutes close?
$75 is standard in my area.

All my best,
Eileen

Forecast: Sandra is a remarkable woman. She and I spent some time talking about how she feels the profession of massage therapy is perceived and also about the pitfalls of volunteering. I’ll tell you what she said in my next entry.