Pricing & Value

A rate increase is not just a change in the number. It is a change in the filter. The rate — like every other piece of market positioning…

The reasons practitioners give for not raising rates are almost always legitimate on the surface. They contain real concerns, real market awareness, and real care for clients and…

The announcement of a rate increase is not where the rate increase begins. It is where it becomes visible. The actual work of a successful rate increase happens…

The period after a rate increase can feel disorienting. The announcement has been made, the date has passed, the new rate is in effect — and yet, the…

There is a period after a rate increase where the rate is held but not yet settled. The practitioner is quoting the new number, holding it when challenged,…

Clients give practitioners pricing information constantly. Not as deliberate data — most clients are not thinking about the practitioner’s rate when they speak. But in what they say…

The announcement is done. The date has been communicated. Existing clients have been notified. The new rate is on the website. The rate increase feels, in some sense,…

Rate decisions are often discussed as if they are purely strategic — market analysis, capacity data, client outcomes research, communication timing. These elements matter. But beneath all of…

The imagined client reaction to a rate increase is almost always worse than the actual one. Practitioners spend enormous energy preparing for anger, betrayal, immediate departure, and the…

The practitioners who manage rates most effectively tend to treat rate review as a regular practice management activity rather than a charged, occasional event. They review their rates…