The time my naive
pricing policy paid off
1. They find out how much is in your account.
2. That’s the price.
My introduction to the practice came when a client said he’d budgeted “up to ten thousand dollars.” I knew we could bring it in for less. So did my former partners, but they were not about to tell the client, much less let him keep the difference. I protested and, having fewer shares than they, lost. The price was ten thousand. One of many reasons they are former partners.
Having since been on my own for 23 years, I get to price creative services my way. I consider the project’s scope, the value I attach to my work, and the value the client attaches to having me do it. Admittedly fuzzy, but fairer than divining how much they have and taking it, earned or not. If I leave behind money I could have taken, not only is that okay, that’s the idea.
One time my policy paid off ...
A few weeks later, he was pitching a prospective client who happened to ask if he could trust that Cuno guy. “Let me tell you a story,” said the account executive. We won the client.
That was a welcome exception. In general, it has not been my experience that integrity pays in dollars and cents. To wit, I am not rich and my former partners are. But then, integrity motivated by hope of monetary reward isn’t really integrity.