Consulting Success Podcast Solo Podcast: How Consultants With Less Experience Than You Are Charging More
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May 4, 2026 A solo breakdown of why years on the job do not automatically justify higher fees. The conversation challenges hourly billing and explains why selling fixed outcome-based work wins. It highlights how clearer positioning lets consultants command higher rates and offers practical shifts in client conversations and pricing strategy.
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Hourly Pricing Makes You Sell Effort Not Results
- Selling hours trains clients to minimize your time and lowers price.
- Michael Zipursky contrasts hourly billing with outcome selling to explain why less-experienced consultants can charge more.
Two Calls Or Five The Outcome Is What Matters
- A prospect complained the fee felt high for the level of support needed.
- Michael replied the same outcome could come from two calls or five calls, exposing that the client wanted the result, not more meetings.
AI Is Accelerating The Move To Outcome Pricing
- Market demand is shifting toward fixed-price, outcome-based work accelerated by AI.
- Michael warns AI automates billable-hour tasks, making time-based pricing a losing strategy.