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The announcement is done. The date has been communicated. Existing clients have been notified. The new rate is on the website. The rate increase…
Rate decisions are often discussed as if they are purely strategic — market analysis, capacity data, client outcomes research, communication timing. These elements matter.…
The imagined client reaction to a rate increase is almost always worse than the actual one. Practitioners spend enormous energy preparing for anger, betrayal,…
The practitioners who manage rates most effectively tend to treat rate review as a regular practice management activity rather than a charged, occasional event.…
It might seem like the rate problem would solve itself if the practitioner’s clients are executives, high-earning professionals, or successful entrepreneurs. These clients can…
After a rate increase, the previous rate doesn’t disappear from the world. Existing clients know it. Former clients mention it. Referral sources may quote…
Before the rate conversation happens with any client, there is a more private conversation that many practitioners avoid: the actual financial picture of the…
The way a practitioner speaks about their rate is information for the prospective client. When the rate is stated directly, the prospective client receives…
Converting every discovery call is often celebrated as a sign of skill — the practitioner who never loses a prospective client, who always makes…
The rate increase has been announced. The new number is on the website. Existing clients have been notified. And yet, in practice, the new…
A referral-based practice has a specific relationship with its rate. The rate is not just known by current clients — it is embedded in…
One of the most common fears around a rate increase is that the pipeline — the flow of prospective clients who inquire, engage in…