The Pricing and Packaging System
For consultants who are busy, underpriced, and know it.
Definition
Packaging is the practice of selling a defined outcome rather than a quantity of time, which moves the buyer's comparison away from your hourly rate and onto the value of the result.
You are fully booked and not making enough. You know the number should be higher. You have no idea how to get there without losing everyone.
Pricing is a structural problem, not a confidence problem. This is the system for choosing a model, packaging the work so comparison gets harder, and raising prices without detonating your existing book.
What you get
- Three pricing models and the delivery shapes each one actually suits
- The packaging method that moves you off hourly comparison for good
- The sequence for raising prices on existing clients without losing them
- Scripts for the specific moment somebody pushes back on the number
The problem
Why this keeps happening
Most underpricing is not a failure of nerve. It is a failure of structure. Selling hours invites an hourly comparison, and there is always someone cheaper per hour.
The way out is packaging. When what you sell is a defined outcome rather than a quantity of time, the comparison changes from rate to result, and the rate stops being the decisive question.
The second problem is the existing book. People stay underpriced because raising prices on current clients feels like a betrayal, so they never do it and resent the work instead.
What is The Pricing and Packaging System?
The Pricing and Packaging System is packaging is the practice of selling a defined outcome rather than a quantity of time, which moves the buyer's comparison away from your hourly rate and onto the value of the result.
Three pricing models with the conditions each one suits, a packaging method that moves you off hourly comparison, and the sequence for raising prices on existing clients without losing them.
Illustrative diagram. Shape of the argument, not measured data.
How it runs
How does The Pricing and Packaging System work, step by step?
The Pricing and Packaging System runs in 5 steps: diagnose, choose a model, package, reprice new, migrate existing. Each step is described below with what it produces and why its position in the sequence matters.
- 01
Diagnose
Work out which pricing failure you actually have. There are three and the fixes are different.
- 02
Choose a model
Pick the model that suits your delivery shape rather than the one you read about.
- 03
Package
Convert the work into outcomes, which is what stops the hourly comparison.
- 04
Reprice new
Change the number for new business first, where there is no relationship risk.
- 05
Migrate existing
Move the current book on a sequence and a script, which is the part everyone gets wrong.
What is inside
What do you get with The Pricing and Packaging System?
The Pricing and Packaging System is delivered as a working skill file plus a written companion covering the method. It contains 4 parts: pricing models, packaging method, the raise sequence, objection scripts.
- Pricing models25%
- Packaging method30%
- The raise sequence25%
- Objection scripts20%
Failure modes
What do people get wrong?
The 4 most common failures are: pricing by the hour; copying a competitor's number; raising prices everywhere at once; defending price on the call. Each one is explained below with why it happens and what to do instead.
- 01
Pricing by the hour
It caps your income at your capacity and invites the wrong comparison.
- 02
Copying a competitor's number
Their price fits their delivery model, their proof and their market.
- 03
Raising prices everywhere at once
Doing this to your whole book simultaneously is how people lose half of it.
- 04
Defending price on the call
If the value was not established in writing first, the call is already lost.
You are fully booked and not making enough. You know the number should be higher. You have no idea how to get there without losing everyone.
Bhavik Sarkhedi · somewhere over Australia
The alternatives
How does The Pricing and Packaging System compare to the alternatives?
There are three ways to solve this: do it yourself, hire it out, or buy the method. The Pricing and Packaging System is the third. It costs $25 once, the method stays yours, and you can re-run it without paying again.
| Consideration | Doing it yourself | Hiring it out | This system |
|---|---|---|---|
| Basis of price | Hours | A competitor's number | Outcome and value |
| Cost shape | Lost income | Coaching fees | One payment |
| Handles the existing book | No | No | A migration sequence |
| Objection scripts | Improvised | Generic | Specific |
| Caps your income | Yes, at capacity | Maybe | No |
Key terms
The vocabulary, defined
- Packaging
- Converting work into a defined outcome with a fixed price.
- Anchor
- The first number presented, which shapes how later numbers are read.
- Migration sequence
- The order for moving existing clients to new pricing.
- Value establishment
- Making the cost of the problem concrete before quoting.
Who is behind it
Built from the actual work
Named to the Forbes 2025 list of top personal branding experts. Published twice in The New York Times. Writing for HuffPost since 2016.
Before you buy
Questions
Will I lose clients if I raise prices?
Some, and the system tells you which ones to expect to lose and why that is usually the point. The migration sequence exists specifically to keep the ones worth keeping.
Is this just a pack of prompts?
No. A prompt is one instruction. This is a production system: the method, the sequence, the failure modes, and the standard for finished work. It is the process I would charge a client for.
Can I use this on client work?
Yes. That is what it is for. Use it inside your own delivery, for as many clients as you like. You are buying the method, not a seat.
Could I not just ask an AI to do this?
You can ask. You will get an average answer, because the model writes toward the middle of everything ever written. Knowing what good looks like in this specific job is the part that took twelve years.
Do I need to be technical?
No. If you can use ChatGPT, you can use this.
What format do I actually receive?
A working skill file you install once, plus a written companion explaining the method so you can adapt it rather than follow it blindly. It runs inside Claude.
What happens after I click buy?
It opens an email to me, already filled in. I reply with a payment link and send the files the same day. Deliberately human, because I want to know who is using these.
Is there a refund?
Yes. If you use it properly and it does not do what this page said, tell me and I refund you. No argument.
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