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Once a practitioner has decided that a rate increase is warranted, a second decision presents itself: how much? The choice between an incremental increase…
When a practitioner wants to grow revenue, two paths appear most naturally: raise the rate on existing work or add new services to the…
The fear that a rate increase will damage client relationships is one of the most persistent concerns practitioners carry into the process. In some…
When a rate increase is communicated, clients tend to respond in predictable ways. Most responses cluster around a small set of questions — four…
Rate increase mistakes are rarely made from negligence. They are made because certain behaviors feel natural in the transition period — because the emotional…
A rate increase is not only a financial change — it is a communication change. The discovery call, which was already doing important work…
Most rate increase resistance is not strategic. It is not about market research, timing, or competitive analysis — those are often the explanations given…
The anxiety that precedes a rate increase tends to present the change as an ordeal — a difficult thing to survive before the practice…
The market does not usually tell a practitioner directly that their rate is too low. It sends signals — patterns in client behavior, inquiry…
The announcement of a rate increase is a moment. What makes it hold or fail is what happened before the announcement — the internal…
Before a prospect reads a testimonial, watches a video, or gets on a call, they see a number. That number is doing work —…
There are two types of rate increases. The first is made from abundance — the practitioner’s practice is full, outcomes are strong, and raising…