Is your professional service firm truly thriving, or just busy? Many respected firms struggle beneath the surface with underpricing, hidden costs, and fragile margins—often without realizing it. This course guides owners, leaders, and future leaders through a proven framework to build, implement, and sustain a healthy pricing system that funds competitive pay, reinvestment, profit, and long-term resilience.
What You’ll Learn
Course Modules
Why Underpricing Feels Normal in Professional Service Firms
Examine the structural nature of underpricing and why it persists as chronic tightness in otherwise successful firms. Apply the fear audit and underpricing scorecard to assess your firm’s position.
The Four Pillars of the Healthy Pricing Framework
Understand why healthy pricing is a systemic leadership function. Learn the four interdependent pillars and diagnose which one represents your firm’s greatest vulnerability.
Moving from Busyness to Health: Setting Pricing Targets
Use P&L analysis to identify what the business has failed to fund, and distinguish between maintenance, meaningful, and structural pricing corrections.
Sizing the Pricing Gap: Quantitative Diagnosis
Calculate a first-pass company-level pricing gap using a 15% profit threshold benchmark and translate the analysis into the strategic decisions it demands.
Calculating the Minimum Healthy Price for Engagements
Master loaded labor cost calculations, honest overhead allocation, and the Premium Multiplier to translate the pricing floor into a strategic target.
Building the Value Case for Higher Pricing
Differentiate expertise-based from labor-based pricing rationale and identify the ways firms inadvertently commoditize their expertise through proposals and messaging.
Aligning the Client Portfolio for Healthy Pricing
Identify the hidden economic and cultural costs of bad-fit clients, distinguish mispriced from misaligned relationships, and apply a client profitability scorecard.
Raising Prices with Confidence and Discipline
Frame pricing as policy rather than permission-seeking. Select among across-the-board, segmented, and re-scoped strategies, and embed pricing changes into systems.
Sustaining Healthy Pricing and Pricing Leadership
Make healthy pricing a lasting leadership function. Build annual review routines and connect pricing discipline directly to compensation, reinvestment, and profit.
Master pricing frameworks, diagnostics, and leadership disciplines that build sustainable profitability and confidence.
Modules
9
Duration
3.5 hours
Who This Course Is For
This course is built for professional service firm owners, managing partners, and senior leaders who suspect their firm is leaving meaningful margin on the table—and want a rigorous, practical framework for diagnosing and correcting it. It is equally valuable for practice leaders, department heads, and emerging firm leaders.