Section 4
Pricing Strategy
Six pricing models. Choose by maturity, leverage, and risk appetite.
Hourly
Bill time at a rate.
Pros: Simple to start.
Cons: Caps income at your hours.
Best for: Brand-new freelancers.
Project
Fixed price for a defined scope.
Pros: Predictable to client.
Cons: Scope creep risk.
Best for: Audits, launches, builds.
Retainer
Monthly fee for ongoing work.
Pros: Recurring revenue.
Cons: Retention pressure.
Best for: Agencies, consultants.
Subscription
Productized tier-based plans.
Pros: Scalable, productized.
Cons: Requires tight scope.
Best for: Productized agencies.
Performance
% of results (revenue, leads).
Pros: Aligned incentives.
Cons: Attribution is hard.
Best for: Mature performance teams.
Value-Based
Price tied to outcome value.
Pros: Highest margins.
Cons: Requires authority + proof.
Best for: Senior consultants.