Pricing consulting

Show the money the current habit leaves on the table.

Pricing consultants work with companies that discount by habit. The document should describe the offer as it is sold today, the decision you will change, and how the client will know the new price held.

How they discount today

Describe the actual moment a price drops. A salesperson on a call. A founder who hates the silence after a number. A rate card nobody has updated since a cost went up. The proposal is more persuasive when it narrates that moment than when it opens with willingness-to-pay theory.

Use their last twenty quotes if they will share them. The outcome can include a picture of how far those quotes sat from the rate card. You do not need a large study to show a pattern they already feel. You need permission to look, and the proposal should say you will look.

How you will know the new price held

Holding is the result. A new rate card that is ignored next month is a design artifact. Say who is allowed to discount, by how much, and what gets recorded when they do. The timeline should include at least a few live quotes under the new rule, not only a workshop.

Do not promise a revenue lift as a guaranteed multiple of your fee. Promise a rule the next quotes will follow, and a way to see whether they did. Clients who have met pricing consultants before are wary of a fee justified by an imagined upside.