---
title: Brace yourself for the pricing chat
description: Learn how investing in positioning and differentiation drives sales, marketing efficiency and premium pricing for consultancies.
---

[MEHducation](https://tylt.consulting/mehducation)

# [Brace yourself for the pricing chat](https://tylt.consulting/mehducation/pricing-confidence)

 Written by [Matt Hodkinson](https://tylt.consulting/mehducation/author/matt-hodkinson) | May 9, 2025 2:24:34 PM

Price with confidence? Sure. But don’t just *say* it - **mean** it.

 

You want to charge more? 

Go right ahead.

 

But don’t expect your prospect to nod politely and say,  

“£50k? Lovely. Shall we make it £60k just for fun?”

 

Because here’s the problem with pricing:

People anchor.

 

They hear *digital transformation consultancy* and immediately go:  

“Ah, like the last lot we used.”  

(Spoiler: They weren’t thrilled with the last lot).  

So they drag your pricing down to meet their mediocre expectations.

 

You might have a radically different approach.  

A better process.  

A better team.  

Better outcomes.

 

But if you sound the same, look the same, smell the same…  

They’ll assume you're the same.

 

And guess what happens next?  

You find yourself justifying every penny of your fee with spreadsheets, timelines, and “We really care” PowerPoint slides.

 

It’s exhausting.

 

Here’s what you need instead: 

- A proposition so sharp it doesn’t sit neatly in any existing category.  

- A message that *proves* the transformation you deliver.  

- A [position so distinct](https://tylt.consulting/mehducation/consultancy-attract-target-clients) they can’t compare you… because there’s no one else to compare you to.

 

That’s when pricing gets fun.

 

You stop selling hours.  

You stop selling inputs.  

You start selling outcomes.

 

You become the only consultancy that does *that specific thing* in *that specific way* for *those specific people*.

 

And when you do that?

There is no “industry standard rate”.

 

There is only:

**“This is what it costs to get that result.”**

Take it or leave it.

 

So, can you price with confidence?

Sure.

 

Just don’t try it while sounding like everyone else. 

Otherwise, you'll be back to discounting by Friday.

<https://tylt.consulting/hs/cta/wi/redirect?encryptedPayload=AVxigLIGRFKsWrob59J3RMUO%2Fp2faAE06o3maqvZFfaWDVYOG5eYY7h0gFi22GVb%2Bak%2BiDMJvAMZFETh5ec3qaVU9ItdboRjIFbOEsM1FFQXbi8iA%2B2MqKfg%2BJPbu6ixL7tIuw1eOVzaqzZGHNl3pV7eOQ%2BMFfEDhLUJpIU5fO4G9i0ryKW1HzfhL4c%3D&webInteractiveContentId=182714732606&portalId=19710200>

[View full post](https://tylt.consulting/mehducation/pricing-confidence)

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