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

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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.

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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…

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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.

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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?

An deliverables-based pricing approach would say yes.

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

An hourly-based approach would say yes.

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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.

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It really is that simple.

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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.

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(Then, deliver.)

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💡

-Wes

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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.