“Oh, I thought you would do it for free”, “Can you do it for nothing?” or “…but we don’t have budget” are statements I’ve heard more times than I can count. It’s one thing when a charitable cause approaches me, but when it comes from businesses that can afford my services, it creates a tricky dynamic. The reality is, while I’m passionate about what I do, I also run a business—and like any other business, I can’t afford to work for free.
Picture this:
A well-established beverage company reaches out for advice on creating a wellbeing programme. They love the ideas, see the value, but then, almost as an afterthought, ask if I can do it for free or for “exposure.” It’s as if the hard work, expertise, and years of experience aren’t worth anything unless there’s an invoice. Meanwhile, they continue to invest in other business areas because they recognise the value of paying for good services. This is a common misunderstanding – people often forget that a wellbeing consultancy is a business in itself, and time is my most valuable resource.
However, during a wellbeing audit I have often found that budget has been made available to maintain areas that create no value or have been made redundant by their own policies. I’m reminded of a business that had made a commitment to go paperless five years prior to contacting me. Of course I was told that there were little to no funds to support wellbeing for their people and I was asked to provide many of my services at a massively reduced rate or even for free. I asked how much they had spent on paper for 500 people that year….£47,000!
Where has this happened?
This is not an isolated issue. Freelancers, consultants, and wellbeing professionals regularly face this dilemma. According to a 2022 survey by the Association of Independent Professionals and the Self-Employed (IPSE), 63% of consultants reported being asked to work for free, particularly by larger organisations. It’s a frustrating reality, but one that underscores the importance of setting boundaries and valuing your own expertise. Businesses, especially those that profit from their operations, can afford to invest in their people and services—they wouldn’t expect a marketing consultant or a legal advisor to work for free.
How can we set expectations?
I’m open to supporting charitable causes where I can make a meaningful difference—that’s something I believe in. But when it comes to businesses, it’s important to establish upfront that professional services come with a cost. Wellbeing, after all, is an investment in the workforce, and businesses should see it as such. The key is setting clear expectations from the start, so there’s no ambiguity about the value I bring or the compensation required. Remember, wellbeing isn’t a luxury—it’s a necessity for long-term business success, and it should be treated with the same respect as any other crucial business function.
Let’s talk…
If you value your business, you should value the wellbeing of your people, and that means recognising the need to invest in expert services. Let’s have an open conversation about how we can work together, ensuring both your organisation and your employees thrive—without any awkward misunderstandings about what professional services are worth.
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