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 —…

Most practitioners set rates through some combination of market comparison, gut feeling, and calculation of what they need to cover expenses — sometimes all…

Pricing problems don’t always announce themselves clearly. They often show up disguised as something else — a client relationship that feels draining, an income…

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,…

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,…

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…

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,…

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

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

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…