Consulting Success Podcast What Actually Works Right Now: Pricing in the Consulting Space
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Mar 9, 2026 They explain shifting fees from effort to the value clients gain. They show how to put a dollar figure on a client problem and describe the specific outcome to target. They outline pricing as a fraction of client value using simple ROI math. They stress confidence in value conversations and focusing buyers on stakes, not process.
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Quantify The Problem In Dollars
- Do quantify the client's problem in dollar terms before proposing a price.
- Michael gives an example: customer acquisition cost 40% above benchmark costing $2.3M per year to make the impact tangible.
Articulate Specific Measurable Outcomes
- Do articulate the specific outcome clients will get, not the process you'll use.
- Example phrasing: reduce CAC to benchmark within 0.5% equating to ~$2.3M annual savings, which frames value rather than deliverables.
Price Based On Client ROI Not Effort
- Value-based pricing should reflect the outcome's worth to the client, not consultant effort.
- Michael notes a $200k fee is reasonable if it delivers a 10x ROI by saving $2.3M for the client.