Three ways in, depending on how bad it is.
Every engagement starts with the same question: if a buyer put your rate card next to your competitor’s, what would they conclude?
Start with the teardown if you are unsure. It tells us both whether the deeper work is worth doing.
Start where the money leaks.
Pricing Teardown
Every deal you closed and lost in the last four quarters, read against what you actually charged, not what the rate card says.
- Four quarters of closed and lost deals, ranked by what you left on the table
- A written list of what to stop doing, in priority order
- One ninety-minute walkthrough call with your team
Price Architecture
A documented structure — tiers, what separates them, and the words your sales team uses to explain the gap without apologising for it.
- Buyer segments and willingness-to-pay you can hand to a sales lead
- A tier structure naming what each level includes and what it deliberately does not
- A ninety-day content architecture with themes, formats and cadence
Quarterly Price Review
Standing sessions to move the structure as your costs and your market move, so the rate card does not quietly rot again.
- One working session a quarter with whoever quotes the work
- Quarterly review of what the numbers actually say
- Email access between sessions for the judgement calls
Most firms start with the teardown and decide from there.
I take two firms a quarter, so there is usually a wait. The teardown is the honest entry point — if it turns out your structure is fine and your sales process is the problem, I will say so and stop there.