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Determining Your Fee Structure: Tips for Setting Competitive Rates

Learn how to set reasonable fee structures for your services based on experience, expertise, geography, and market research. Consider factors like travel time rates, comparative markets, and fringe benefits. Compare average salaries to make informed decisions.

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Determining Your Fee Structure: Tips for Setting Competitive Rates

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  1. What is Your Time Worth ? JoAnne Chalom, COMS, Ed.S.

  2. Considerations for Determining your Fee Structure • How do you determine a reasonable and customary fee for your services?

  3. Quantity of Experience vs. Expertise • The cost of living for a geographic region impacts determining fee structure • Experience and expertise are also components of determining a fee structure

  4. Considerations for Determining your Fee Structure • Market Research 101 includes • Geography • Comparative Markets • Quantity of Experience vs. Expertise

  5. Quantity of Experience and Expertise • A new orientation and mobility specialist may negotiate a lower rate • Compared to a veteran orientation and mobility specialist with over twenty-five years of experience

  6. Geography 201 • States such as New York will typically have a higher fee basis than states like Georgia • A contractor in New York state charges $135 per hour • Another contractor in Alabama charges $58 per hour

  7. Quantity of Experience vs. Expertise • Comparative markets within a geographic region should be considered when determining a fee structure

  8. Comparative Research with a twist • Determining for example, the base salary of an orientation and mobility specialist who works for a school district • Keep in mind that you are comparing apples to kiwis not apples to apples

  9. Comparative Research with a twist • A private contractor would need to consider other factors such as expenses • gas • vehicle maintenance • office supplies • other expenditures

  10. Comparative Research with a twist • Professional Errors and Omissions Liability insurance • General Commercial Liability Insurance • Business coverage for your vehicle

  11. Comparative Markets • Determine what competitors charge e.g. other private contractors

  12. Private Contracting • What state(s) have the lowest paid private contactors ? • Hint: Location, location, location

  13. Lowest Contracted Rates

  14. Lowest Contracted Rates • Alabama ($58) • Georgia ($75) • Florida ($80) • New Mexico ($85) • Texas ($90) • Washington ($90)

  15. Private Contracting • What state(s) have the highest paid private contactors ? • Hint: Location, location, location (with a twist)

  16. Highest Contracted Rates

  17. Highest Contracted Rates • Ohio $290 • New York $135 • Massachusetts $125

  18. Travel Time • Some contractors charge a separate fee for travel time • Others incorporate it into their hourly rate • Travel time rates range from .51 per mile • 50% of the hourly rate for travel time

  19. Travel Time

  20. Travel Time • Georgia ($25) • Texas ($30) • New Mexico ($40)

  21. Similar Markets • What is the average beginning salary of a teacher in the great state of Michigan? • What state has the highest average beginning salary for a teacher?

  22. Similar Markets • Michigan ($34,724) • New Jersey ($48,101)

  23. Private Contractors vs. School Board Employees • Typically a school board employee’s salary is based on a ‘school year’ that is ten months long

  24. Private Contractors vs. School Board Employees • School Board employees also have benefits • It can include medical, dental, retirement

  25. School Districts • What is the typical school year a school district employee ? • Is that factored into calculating base salary?

  26. School Districts • What state has the lowest average beginning salary for a teacher ? • What is the median range for beginning teachers salaries ?

  27. School Districts • State with the lowest average beginning salary (Montana) ($26,000) • Median range for beginning teacher salaries • ($37,000)

  28. Mileage Reimbursement • Another benefit would be either the use of the company vehicle for work related travel • Reimbursement for mileage (personal vehicle) • Wear and tear on your car is not typically reimbursed

  29. Private Contractors vs. School Board Employees • Depending on the company private contractors may not offer benefits • They may offer a limited array of benefits such as medical coverage

  30. Fringe Benefits • What fringe benefits are provided to employees ? • Are they as prevalent for private contractors ?

  31. Fringe Benefits • Pension Plans • Group Errors and Omissions Coverage • Paid time off (sick or personal) • Paid Holidays • Leaves or Sabbaticals

  32. Fringe Benefits • Group Health insurance • Groups Dental coverage • Group Life Insurance

  33. Rehabilitation SpecialistHighest Salaries

  34. Rehabilitation Specialist Highest Salary • Texas ($60,034) • Illinois ($55,488) • Colorado ($51,568) • New York ($51,268)

  35. Rehabilitation Specialist Lowest Salary

  36. Rehabilitation Specialist Lowest Salary • California ($30,000) • Nebraska ($31,603) • Texas ($31,729) • Kentucky ($32,042)

  37. Blind Rehabilitation Outpatient Specialists • Blind Rehabilitation Outpatient Specialists at the Veteran’s Administration • Credentialed in at least one area, COMS, CLVS,Etc..

  38. Blind Rehabilitation Outpatient Specialists • Many positions have factored into their base salary a locality adjustment based on the cost of living in specific geographic regions

  39. Blind Rehabilitation Outpatient Specialists • Locality Adjustments can range from 4.72 (Alaska) percent to 35.15 percent ( San Jose, California)

  40. Highest to Lowest Percentage Locality Payment Adjustments

  41. Highest to Lowest Locality Payment Adjustments • San Jose-Oakland-San Francisco, California (35.15%) • Indianapolis-Anderson-Columbus, Indiana (14.68%) • Rest of the United States • (14.16% ) • State of Alaska • (4.72%)

  42. Taking the leap • Congratulations, you have decided to go out on your own and become self-employed • Give yourself a pat on the back • Now exhale (after you have figured out what you have just done)

  43. Take the Leap • Take a moment to say good bye to • Dependable paychecks • Fringe Benefits • Paid time off

  44. Administration of your business • Paperwork…. oh what fun • Monthly deposits for federal, state and reemployment taxes (unemployment taxes) • Keeping current with all licenses required to have a business in your city, county and state

  45. Administration of your business • Ensuring that invoices are paid in a timely manner • Ensuring that business expenses are paid on time

  46. Questions/Comments

  47. Resources • GS-11 requires ACVREP COMS (at least one area of certification more than one is preferred) • Salary Table 2012-GS

  48. Resources • Rates Frozen at 2010 Levels effective January 2012 • Annual Rates by Grade and Step http://www.opm.gov/policy-data-oversight/pay-leave/salaries-wages/2012/general-schedule/saltbl.pdf

  49. Resources • Teacher salaries by state • http://teacherportal.com/teacher-salaries-by-state

  50. Resources • The National Council of State Agencies for the Blind (NCSAB) • http://www.ncsab.org/director-list.aspx • Emailing every state that has a vocational rehabilitation program or a contractor facilitating that need

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