August 4, 2025

Should I charge a past client for a strategy call?

One of my students asked a question today that basically boils down to this:

A past client wants to jump on a call to “pick my brain” about a big business decision. Should I charge them?

I love this question because the answer is a bit nuanced.

On the one hand, you don’t want to give away extremely valuable expertise for free.

And on the other hand, you don’t want to come across like a mercenary jackass.

So... what do you do?

If it were me, I’d consider a few factors in deciding whether to charge them for the call or to do it pro bono:

1. How close you are (relationship-wise)
2. How much they paid you in total previously
3. How likely this is to turn into a high-revenue engagement

For example:

1. Good friends? Free call
2. Six figures? Free call
3. 80% chance? Free call

Here’s the thing...

Part of the beauty of running your own solo consulting biz is that you are in total control of your boundaries.

You can set your own laws, rules, and guidelines.

And it’s up to you what they are and which is which.

Yours,

—J

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