ChangeWhen To Raise
Spot the signs your price is too low.
Many teams set a price once and leave it for years while the product, costs and market move on. Inflation alone quietly cuts the real price every year. The signs that you are underpriced are usually visible, if you look.
How to use it
- Check your win rate. If you win almost every deal you quote, you may be too cheap.
- Count objections. If nobody ever pushes back on price, that is a signal too.
- Compare the value delivered now with the value when the price was set: features added, results improved.
- Check costs and inflation since the last change.
- Look at what the next best alternative costs today.
- If three or more signs point the same way, plan a rise, with notice and reasons.
Example
A hypothetical payroll bureau for small charities had not changed its fee in five years, won nearly every proposal and had added pension handling in the meantime. It planned a rise for new clients first and for existing clients a year later.
Watch out
- Raising because a competitor did. Your value is the reason, not theirs.
- Raising for everyone at once without checking who is at risk.
Then plan Grandfathering and Advance Notice.