Description
Description
Design pricing that reflects value, protects margin, and aligns incentives with outcomes. You will compare time‑and‑materials, fixed‑fee, retainer, and value‑based models with concrete break‑evens. A packaging workshop shows how to bundle discovery, delivery, and advisory so clients choose confidently. We provide a blended‑rate calculator, utilization targets, and sensitivity sheets to test scenarios. You will learn to set change‑order triggers and renewal options that reduce surprise negotiations. Scripts help you discuss price without apology and link cost to measurable impact. Examples cover price tiers, anchor/contrast tactics, and discount guardrails that survive procurement. You will also model cash flow for long engagements and create milestones that match payment with value delivered. A simple dashboard reveals gross margin by project and highlights early warning signs. By the end, your economics will be explicit, defensible, and easier to manage across a portfolio.
Format
Pricing playbook (PDF), calculators (Sheets), packaging templates, negotiation scripts, margin dashboard starter
Duration
3.5 hours self‑paced
What You’ll Learn
– Pricing models & break‑evens
– Packaging patterns
– Change‑order triggers
– Negotiation language
– Cash‑flow planning
– Margin tracking
Target Audience
Firm owners, practice leads, and independent consultants responsible for pricing and profit
Playbook + calculators + templates + scripts + dashboard
3.5 hours
– Models
– Packaging
– Change orders
– Negotiation
– Cash flow
– Margin
Owners, practice leads, independents
English