How to Describe What You Do as a Transformation Practitioner
Describing transformation work is genuinely hard. The work is real, the outcomes are real, and yet when someone asks “what do you do?” the…
Pricing & Value
Pricing your work fairly. Charging what it’s worth.
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The Difference Between Features and Outcomes in Practitioner Language
Here is the most common version of a practitioner describing what they do:
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Why Practitioners Struggle to Say What Their Work Is Worth
If you can do the work but cannot seem to say what it is worth, you are in very good company. The struggle to…
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Understanding Articulating Value: What Nobody Explains
The most common advice practitioners receive about articulating value is to get better at their elevator pitch. Learn to speak in outcomes. Stop using…
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What Is the Right Way to Raise Rates When You Offer Packages?
Q: I sell packages rather than per-session rates — typically a 3-month or 6-session package. How do I handle a rate increase when the…
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My Rate Is Already Higher Than Most in My Area — Can I Still Raise It?
Q: My rate is $225 per session, which is already higher than most practitioners in my area. My practice is full and the market…
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Can I Raise Rates in an Economic Downturn?
Q: The economy seems uncertain and clients are talking about tightening budgets. Is this the wrong time to raise rates, or does economic context…
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What Does the Inner Work Before a Rate Increase Actually Involve?
Q: I keep hearing that I need to do “inner work” before raising my rates, but nobody explains what that actually means. What does…
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What Do I Do If a Client Leaves Because of My Rate Increase?
Q: A client just told me she won’t be continuing because of the rate increase. I feel terrible about it. What do I do…
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What Is the Difference Between a Rate Increase and a Price Hike?
Q: I feel guilty about raising my rates because it feels like I’m just doing a price hike — the same thing airlines and…