Pricing & Value

A practitioner can have a well-grounded rate and still find it difficult to hold. Often this isn’t because the rate itself is wrong — it’s because of specific…

Most practitioners set rates through some combination of market comparison, gut feeling, and calculation of what they need to cover expenses — sometimes all three at once, without…

Pricing problems don’t always announce themselves clearly. They often show up disguised as something else — a client relationship that feels draining, an income that never quite stretches,…

There’s a version of the pricing question that most practitioners keep open long after they don’t need to. The rate is periodically revisited, second-guessed, adjusted slightly, worried over…

There’s a real appeal to uniform pricing. A single rate, applied consistently to every client, every engagement, every context. No negotiation, no case-by-case assessment, no questions about whether…

There’s a version of market research that practitioners do informally and constantly: noticing what peers, colleagues, and practitioners they admire are charging. This information circulates in communities, on…

Not all practitioner-client relationships have the same structure, and different structures warrant different pricing logic. An ongoing engagement — monthly coaching, a six-month container, a long-term consulting relationship…

Most discussions of pricing focus on the practitioner — on what they should charge, what they deserve, what is sustainable for them. This is appropriate, and these questions…

A practitioner states their rate in one conversation and the client says yes without hesitation. They state the same rate in another conversation and encounter significant resistance. The…

There’s a version of the pricing delay that sounds responsible. The practitioner intends to raise their rate, or set a new rate that reflects their actual standing in…