{"id":44258,"date":"2025-04-15T08:53:10","date_gmt":"2025-04-15T06:53:10","guid":{"rendered":"https:\/\/cinode.com\/?p=44258"},"modified":"2025-04-16T09:18:41","modified_gmt":"2025-04-16T07:18:41","slug":"how-to-set-the-right-price","status":"publish","type":"post","link":"https:\/\/cinode.com\/en\/blog\/consulting\/how-to-set-the-right-price\/","title":{"rendered":"How to set (the right) price?"},"content":{"rendered":"\n

In the business world, things are rarely black or white. When it comes to the art of charging for your services, there are no absolute rules that always apply. It\u2019s more about having certain principles as a foundation while also being able to adapt to the situation.<\/strong><\/p>\n\n\n\n

Here are some principles and practical tips to keep in mind. Read them with a pinch of humor, and remember\u2014 even if the map tells you to move forward, it might be worth reconsidering if you\u2019re standing at the edge of a cliff.<\/p>\n\n\n\n

1. Always ask for a little more than you think you can get<\/h2>\n\n\n\n

As consultants, we often encounter clients who are in a hurry when they ask for help.
A stressed client might say: \u201cCan you have it done by Monday?\u201d<\/em>
But how critical is it really that it\u2019s finished by then? Without asking a follow-up question, you\u2019ll never know the answer.<\/p>\n\n\n\n

Try saying: \u201cMonday is difficult, but what\u2019s the latest it needs to be done by?\u201d<\/em> The client responds: \u201cWe absolutely need it by Wednesday at 3 PM.\u201d <\/em>And suddenly, you’ve created more time and flexibility for yourself.
If you also want to test the client\u2019s willingness to pay, you can ask a follow-up question: \u201cWhat happens if it\u2019s not done by Wednesday at 3 PM?\u201d<\/em>
The client: \u201cThen we won\u2019t be able to meet our commitment to our end customer, and we\u2019ll have to pay a fine of 20,000 kronor.\u201d<\/em>
How you choose to use that information is up to you\u2026<\/p>\n\n\n\n

2. Assume the client wants to negotiate the price<\/h2>\n\n\n\n

When you provide a quote or price, you should expect that the client will want to negotiate. There are significant cultural differences in this regard. In a bazaar, a rug originally priced at 100 Euro may eventually be sold for 10 Euro after some negotiation. <\/p>\n\n\n\n

In Sweden, however, a consultant would be seen as unprofessional if their price could be reduced by 90 percent. That said, it\u2019s wise to have some negotiation room, as negotiations often arise. Experienced consultants assume that clients will want to negotiate on timelines, deadlines, what\u2019s included, costs, and hourly rates, and they factor this into their offers.<\/p>\n\n\n\n

3. Nothing is easy or happens quickly<\/h2>\n\n\n\n

Here, it’s important to read between the lines. If a client asks if you can solve a problem, and you, as an experienced consultant, reply, “Sure, no problem! It’s simple and quick!” it can lead to several misunderstandings.<\/p>\n\n\n\n

What the client hears is that your effort is almost free \u2014 after all, you said it was simple and quick. Additionally, you risk painting yourself into a corner. How often do things that should be easy and quick end up being more complicated?<\/p>\n\n\n\n

An experienced IT consultant with over 20 years of experience used to respond: “Hmm, that\u2019s quite complex and might take some time. When does it need to be finished?”<\/p>\n\n\n\n

Of course, you can\u2019t always claim something is difficult and takes a long time, but sometimes it’s good to remember that what is easy for you may not be easy for others. What\u2019s interesting is that the same expression can be interpreted differently depending on who is saying it. <\/p>\n\n\n\n

If a new consultant with only two weeks on their first assignment makes this statement, it will be interpreted differently than if a senior consultant says the same thing. In rhetoric, Aristotle called this\u00a0ethos<\/em>\u00a0\u2013 it\u2019s about the speaker\u2019s authority and credibility.<\/p>\n\n\n\n

Conclusion<\/h2>\n\n\n\n

Succeeding in the “art of charging (the right) price” is about more than just numbers. It\u2019s a combination of professionalism, communication, and psychological insight. By understanding the client\u2019s needs, creating room for negotiation, and being mindful of how you express yourself, you can strengthen your position and secure better compensation for your expertise. The most successful consultants are not only skilled in their field, but they are also experts at selling their own value.<\/p>\n","protected":false},"excerpt":{"rendered":"

In the business world, things are rarely black or white. When it comes to the art of charging for your services, there are no absolute rules that always apply. It\u2019s more about having certain principles as a foundation while also being able to adapt to the situation. 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