Empowering the Latin American Fractional Community: Insights from Landa Club's Founders

June 2, 2024

Navigating engagement models, pricing strategies, and cultural nuances is pivotal for independent advisors seeking success. As the region's market matures, professionals are faced with unique challenges and opportunities that demand a keen understanding of local dynamics and global standards.

This article delves into the intricacies of consultancy practices in the region, shedding light on key differences, emerging trends, and actionable insights for aspiring fractional professionals. From the evolution of engagement models to the nuances of pricing negotiations, this article offers guidance for advisors aiming to thrive in Latin America's burgeoning tech landscape.

In this article, Gabriel Tudela and Pedro Marin, founders of Landa, share their insights with the community.

Engagement Models and Pricing

Latin American consultants often initiate engagements on an hourly basis, prioritizing trust-building before transitioning to retainer-based arrangements. However, a common challenge arises as Latino professionals tend to struggle with pricing negotiations, occasionally undercutting themselves. Despite this, there's a noticeable upward trajectory in rates over time, aligning closely with US standards.

Key Differences in the Fractional Talent Market

• Educational Landscape

Unlike the US, Latin America exhibits a nascent understanding of fractional roles within companies, necessitating frequent elucidation during sales pitches. However, this knowledge gap is swiftly narrowing, mirroring trends observed in the US market.

• Talent Quality

Latin America boasts a remarkable caliber of fractional talent, offering superior value for investment. The region's experts, drawn by lower living costs, provide top-notch services at competitive rates, enriching the talent pool available for emerging projects.

• Community Focus

Latino professionals often prioritize community engagement over transactional interactions, a distinctive trait less prevalent in the US. While this fosters collaboration, it can pose challenges in transitioning from voluntary to paid engagements, highlighting cultural nuances in business practices.

Top Mistakes and Remedies

• Negotiating Pitfalls

Some advisors occasionally engage in self-detrimental negotiation practices, such as prematurely offering discounts or failing to assertively advocate for compensated efforts. The remedy lies in maintaining negotiation integrity, refraining from preemptive concessions, and establishing clear boundaries regarding scope and remuneration.

• Strategic Oversight

Mistakes like prolonging hourly engagements instead of migrating to retainers or underestimating the time investment required for sustainable business development hinder growth. Proactive measures, such as setting expiration dates on proposals and diversifying revenue streams, can mitigate these challenges.

Non-Obvious Advice for Aspiring Fractional Professionals

Embrace the inherent value of your expertise and insights. What may seem commonplace to you holds immense potential for others, constituting a unique arbitrage opportunity. Never underestimate the significance of your experience in driving meaningful change and fostering collaborative growth.

As the fractional talent market continues to evolve in Latin America, insights gleaned from Landa Club members shed light on prevailing trends, pitfalls to avoid, and strategies for success. By navigating cultural nuances, honing negotiation skills, and leveraging their expertise, professionals can embark on a rewarding journey in the realm of fractional consultancy, contributing to the region's burgeoning tech landscape.

This is an adaptation of the publication made by Dexter Zhuang, see the full post here.

Dexter Zhuang

I'm an interim product leader for scaling startups. I specialize in leading product orgs, product-led growth, monetization, and building new products. Over the last 10 years, I've built and led product & growth teams across Silicon Valley and Singapore/Southeast Asia. I've worked at companies of various sizes, from public companies (Dropbox) to growth-stage startups (Xendit, CreativeLive). Throughout this journey, I've led a 70-person product org, scaled product-led growth businesses, shipped features that drove millions in revenue, and launched products & teams from scratch.