Pricing is an art, not a science. There is no algorithm or specific methodology we use to price our projects. For this reason we often collaborate a lot on pricing.

Within Sales the the Deal owner is responsible for pricing. For existing clients, the Strategist is.

We always price our services based on a flat rate. The pricing process is to determine a fair price relative to what we are delivering. We never gouge customers (even if they are desperate) and we also never take bad deals. We strive for fairness and mutual value. This is the best way to build healthy long-term relationships.

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One of our values is “Profits Create Potential.” Pricing is where we defend our margins and ensure that we stay profitable, which gives the business the resources it needs to be sustainable.

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📏 Rules

✅ Do…

• Provide flat rate pricing for all services.
• Ensure that the business has margin aiming for 50% at least.
• Ensure we are providing more value than we are charging for.
• For new Leads, ensure that the President approves all pricing.
• Use past examples as a way to assess whether pricing

🚫 Don’t…

• Underprice work to drive more business. This causes undue stress for the team.
• Price work hourly
• Share pricing with someone unless you are confident in it.
• Overprice work

How to Price Work

When pricing a Project, think through:

• The value we are generating for the Client
• The urgency of the work. Do we have time to fit in around other work, or do we have to push other stuff and work overtime?
• The sheer amount of work required relative to our current capacity
• The type of work. Does it fill the schedule of a specialized team member who is light? Does it require a lot of complex effort that only a senior person can fulfill?
• The value of the work as a future reference/portfolio item
• The future potential of the relationship
• The nature of the Client ’s cause and whether we want to support them by providing a better deal (pro-bono or semi-bono work)

As you can see, there’s a lot to factor in. A fair price for a given piece of work may change month-to-month based on what is going on with our staffing and our other clients. Think it through holistically and ask for help.

Come up with your first impression as a range. Talk to your colleagues (even if they have nothing to do with the client) to get their view.

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New Leads should never see pricing unless it has been signed off by the President.

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When presenting your final pricing to a client or prospect, be confident in it! If they think it’s too much, hear them out, but identify for them the reasons behind our decision. We always strive for fairness and try to Never Split the Difference. Fair is fair and we try to get it right the first time.