Had a really interesting conversation with a client this week about hourly pricing vs. value-based pricing.
Here’s how we broke it down.
When most consultants think about value, they think revenue or incremental profit. Fair. But what about one or two layers below? What does the client actually walk away with that leads to profit?
One question helped us get there: “What will be different for your clients after you’re done?”
Here’s what we came up with:
👉 Assets — IP, offers, repeatable systems
👉 Behavior — better decisions, stronger conversations, greater confidence
👉 Capabilities — what the team can now do that they couldn’t before
👉 Speed — time to results, faster cycles
Value-based pricing is not always a science. Starting with one question makes it simpler: ‘What will be different after I’m done?’ It shifts the conversation away from time and toward value.
How are you thinking about pricing? Comfortable with hourly, or thinking of something else?
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