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