Pricing & Value

The most common mistake in rate increases is announcing the new number without first being clear about what it reflects. The announcement goes out, the client responds with…

Both kinds of rate increases look the same from the outside: a new, higher number appears on the website or in the intake conversation. The internal experience is…

Having a full client roster is a genuine achievement. It also contains information about the rate that practitioners often don’t read correctly.

The rate set in year one of a practice carries a specific problem: it was calibrated to a practitioner who was still developing, a methodology that was less…

The communication itself is simpler than practitioners expect. The difficulty is usually not in knowing what to say — it’s in saying it without the apology, over-explanation, or…

The most common answer practitioners default to is “a small amount, because that feels safe.” And the most common outcome of a small increase is that the practitioner…

Many practitioners who struggle with rate increases have done substantial personal development work. They have high self-esteem — they can speak confidently about their skills, they know their…

The risk of raising your rates is visible: a client might leave, income might temporarily dip, something might feel exposed. These risks are real, and they’re why most…

Most practitioners know, somewhere, that they’ve been at their current rate too long. What they lack is not awareness but specific confirmation — signals they can point to…

Most practitioners lose fewer clients to a rate increase than they expect. The ones who lose the fewest are also the ones who handle the process most deliberately.…