Pricing Calculator Framework

Use this worksheet to avoid pricing purely from instinct.

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Step 1 — Delivery economics

Calculate the minimum fee required to meet your margin floor.

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Step 2 — Complexity multipliers

Score 1–5:

• number of stakeholders;
• number of processes/teams;
• data preparation;
• technical integration uncertainty;
• security/procurement burden;
• executive visibility;
• turnaround urgency;
• change-management complexity.

High scores do not create a mechanical formula. They show where a low fixed fee is dangerous.

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Step 3 — Client value

Estimate the commercial consequence of the decision:

• capacity at stake;
• cost avoided;
• revenue opportunity;
• cycle-time impact;
• risk reduction;
• strategic importance.

Use this to test whether the fee is proportionate to the decision being enabled.

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Step 4 — Scope options

Core: smallest scope that produces a useful decision. Expanded: additional process/stakeholder/data coverage. Ongoing: follow-on support, implementation or recurring advisory. Only present multiple options when they are genuinely different scopes.

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Step 5 — Commercial terms

Specify:

• fee;
• deposit;
• milestone payments;
• payment period;
• validity period;
• assumptions;
• exclusions;
• change-control mechanism.

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Final check

Before sending the price, ask:

• Is the margin acceptable if delivery takes 20% longer?
• Are data-cleaning and revision assumptions bounded?
• Is the value large enough to justify the fee?
• Can we explain the price without apologising for it?