My recent post on Carol Roth’s blog, Business Unplugged, is on a subject near and dear to the hearts of most service providers – and something most of us struggle with – pricing. The question you want to ask yourself is, “How can I structure my pricing so that it accurately reflects the value I bring to my customers?” I begin:

“Bob Burg is a friend of Carol’s and mine. (He is the nicest guy you will ever meet.) There is a video of his that really hit home for me because I, like most service providers, struggle with pricing.

When you start out, and especially if you have worked for a consulting firm previously, it’s tempting to price your services by the hour. For some types of projects or services, that makes sense. For something that can be completed in a single session, or a single session with a quick follow-up, it’s fine to price that way. My career envisioning and interview question coaching sessions are priced like that – and it works well.

It’s no secret that I’ve struggled with how to price my career transition coaching. I was getting paid OK for my time – but it was not proportional to the value that I brought to my clients. They got a great new job and I got…well, not enough.”

You can read the rest of the post here.