Mastering Services Pricing



6

Alternative fees

Option 1 – fixed fees

Option 2 – project-based costing

Option 3 – blended rates

Option 4 – capped fees

Option 5 – annual retainers

Option 6 – contingent fees

Option 7 – success-based fees

Option 8 – discounted hourly rates

The confident partner

In this chapter I am going to describe one route which, when combined with your understanding of competitive strategy and market positioning, can fully restore confidence in your prices, both for you and for your client. It can make you look forward to discussing fees rather than dreading it, because your fees will have a solid, logical and mutually beneficial foundation. We just need to begin by talking about house painters.

Example