I’ve found that by giving away most of what I know I’ve built trust and deep rapport with potential clients. When I tried to charge for every bit of advice the phone stopped ringing. And that makes perfect sense because I was drawn to people who you could ‘pick their brains’ without getting an invoice. Besides that, almost all human knowledge is available at www.whatdoyouneedtoknow.com (not a real website so don’t google it).
My accountant gets my business because I can call him for clarification of an issue or be referred to resources. If I got a bill for every phone call I’d be pissed and start shopping around.
The flip side is 10%. This is the gold waiting to be mined and refined. This is what you charge big bucks for. It represents your experience and experiences which no one else can claim to have. I am the only human to do what I have done. And so are you.