Pricing & Value

The rate increase process is diagnostic in a way that most business activities aren’t. The moment a practitioner begins genuinely working through what it would mean to raise…

Grandfathering — keeping existing clients at a previous rate while new clients are brought in at the higher rate — is one of the more common approaches practitioners…

It’s one of the more puzzling outcomes practitioners report after a rate increase: they raised rates, expected some clients to leave and inquiries to slow, and instead found…

The rate increase decision is not the same operation for a solopreneur and for someone who runs a practice with other practitioners. Both involve the same fundamental work…

The consultation call — variously called a discovery call, a clarity call, a connection call — is where the rate becomes real for a prospective client. They’ve seen…

Many practitioners have set a rate increase date. Some have set it more than once. The date arrives, a reason appears for why now isn’t quite right, and…

The feeling is real: you’ve worked with someone for three years, you’ve witnessed meaningful things in their life, they’ve trusted you with things that matter, and you feel…

The most frequently reported outcome of a rate increase that practitioners don’t expect in advance is this: their presence in sessions changes. Not because the work changed. Not…

There is a version of scarcity that is manufactured — created by language or tactics to produce a sense of urgency that doesn’t reflect reality. And there is…

The intake process is the first thing a prospective client experiences. It communicates — often before any conversation — what kind of practice this is, what kind of…