Still pricing based on inputs and deliverables? Here’s a ‘fresh out of the oven’ example to consider moving away from that.

I just wrapped my final 2025 IP Builder (aka “Intellectual Headshots”) sprint earlier today.

If I haven’t banged it over your head enough, it’s a 2-week sprint, split into 3 one-on-one working sessions, and we build 5 ‘headshots’ of your expertise — a cohesive visual narrative that articulates your client’s pain, problem, and your unique solution.

Or more simply put, your story in 5 frames.

This most recent client, Morgan, came in with a slightly different ask.

Rather than an articulation of her consulting services, Morgan wanted an investor pitch deck for a separate business idea within her domain.

Now, I don’t advertise ‘pitch decks’ as an offered service, but when she described her need a few weeks ago, I quickly saw:

• The bones of the output would still apply (pain —> problem —> solution)
• Meaning the bones of the process would still apply
• And most importantly, the underlying needs were still the same:
  • To clarify her story internally…
  • And turn it visual…
  • So that she could tell her story externally…

So, we agreed to the standard Sprint and started last week.

Fast-forward, we ended up cranking out a tight story, in ten crisp visuals (instead of 5), and we didn’t even use all three sessions.

There are a lot of reasons this sprint was so efficient (high client engagement, some usable draft assets, my process continues to optimize, etc.)…

But putting those aside, I produced double the output -- should I have doubled the agreed-upon price?

A deliverables-based pricing approach would say yes.

I ended up using less of my time -- should I have charged proportionally less?

An hourly-based approach would say yes.

I say no to both of those approaches, because I didn’t sell Morgan output or time.

I sold what she needed -- clarity and creative distillation.

At a fixed, upfront price that she believed was fair, and that I could offer economically.

It really is that simple.

Figure out what your buyer is actually buying.

Set the price you need for your business.

Let them decide if it’s worth it to them.

(Then, deliver.)

💡

-Wes

P.S. I've wrapped up sprint fit checks for the year, but if still you're eyeing a January sprint (at 2025 rates), just hit 'reply' and we'll set something up.