Shoot! The page you want has gone missing.

The process for getting out is:

1. Pick who you want to work with.

2. Decide what problem(s) you want to solve for them.

3. Choose your packages and prices.

4. SELL ONLY THAT.

Do the above while updating your thinking: “I am finding my way out of the hole. I am getting out.”

A combination of hourly billing + generalism + selling services + saying yes to everything, + a culture of being lauded for who can put in the most hours. It wasn’t designed to entrap you, but it was a trap nonetheless.

I love value pricing. It’s the pricing tool that leaves the least profit on the table. But value-pricing for a single client at a time (the only way to truly value-price) is not scaleable. Assuming you have dozens or hundreds of clients, and you want to take advantage of systems, you are better off with flat-rate pricing.

Flat-rate can be cost-minus (which you know as a loss-leader), it can be break-even, or cost-plus, or value-minus. Flat-rate is simply a price that you choose. Your price need not be relative to your cost.

Decide first what problem you are solving, what result(s) your client wants, and then put whatever deliverables/services/line items you need into the package, so it gets your client the outcome they desire. I call it, “results-based package design.”

I try not to be a purist about anything; life is to complex for that. In general, solo-ism matches my personality and the style of business I want to have. However, I will give my business what it needs to serve clients well. If that means adding a staff person or three, I will embrace that journey.