Pricing & Value

Most accounts of rate increases are either too optimistic (“everything improves immediately and all your clients stay”) or too fearful (“you’ll lose clients and scramble to replace them”).…

The advice to raise your rates is easy to give. The experience of actually doing it is different — and the gap between knowing it’s the right thing…

The most common reason practitioners give for raising their rates is that they need more income. That’s a legitimate reason. But it’s also the least interesting one —…

Most guidance on raising your rates gives you the tactics. When to announce it. What to say to existing clients. How much of an increase to take at…

The key insight: price the integrated outcome, not the component modalities.

The most important variable is lead time. Clients who learn about a rate change with two to three months’ notice have time to adjust, plan, and decide. Clients…

Start by examining what’s happening on the front end — because most scope creep is a clarity problem that surfaces mid-engagement, not a problem that begins in the…

Both involve a client paying less than the published rate. That’s where the similarity ends.

It depends on why you’re doing it and what position you’re doing it from.