Twenty years of field notes.

Two practitioners begin at a similar point in their practices — similar client base, similar outcomes, similar awareness that a rate increase is probably…

Rates that are never reviewed tend to drift — backward in real terms, out of alignment with the practice’s development, or simply behind where…

The most commonly cited readiness condition for a rate increase is a full or near-full practice. And it is a genuinely important condition —…

What a practitioner charges for — session time or the transformation it produces — shapes not just the rate conversation but the practitioner’s own…

When a practitioner is navigating both a niche shift and a rate increase, the order in which these moves happen is not neutral. They…

The question of pacing — whether to raise rates in incremental steps over time or to make a significant jump in a single move…

Practitioners approach the question of what to charge from two fundamentally different starting points. The first uses the market — what similar practitioners charge…

How a rate increase is announced is not a neutral choice. The medium carries its own message — email and in-person notification create different…

When a practitioner decides to raise rates, the mechanics of the increase depend partly on how they currently price their work. Hourly or per-session…

Two practitioners can raise rates at the same time, by the same amount, with similar client bases — and get meaningfully different results. The…

The new-client-only rate increase is one of the most common approaches practitioners take when they want to raise rates but want to avoid the…

Among the most common decisions practitioners face when raising rates is whether to grandfather any existing clients at the old rate. The grandfathering question…