Pricing Strategy: Getting Paid More for Your Work

Effective pricing strategy is still one of the hardest capabilities for agencies to build. It takes planning, may vary by client, and requires teams to be confident in how fees are positioned and defended. But even with that effort, upgrading how you design and present fees is often the fastest, most reliable way to improve margins.

At the same time, as AI speeds up work flows, clients are starting to ask whether fees should come down. The answer is no. AI is freeing up capacity that should be redirected to higher-value thinking, stronger outcomes, and better business impact—not discounted work.

In this session, we’ll walk through a step-by-step methodology you can apply immediately to increase what you charge per project. It starts by moving beyond unprofitable, dated models—cost-plus pricing, commissions, retainers that don’t reflect value, and hourly rates—and shifting to a smarter fee architecture.

We’ll also break down the psychology behind pricing design and how it applies specifically to agencies. You’ll learn how to build multi-tiered options that anchor value, reduce pushback, and naturally steer clients toward your most profitable choice. The goal: charge more for the same work—and turn scope creep into a structured revenue opportunity instead of a margin leak.

Key Takeaways You’ll Learn:

• Use pricing psychology (anchoring, framing, tier design) to reduce negotiation and steer to the best option
• Build pricing options positioned to make higher fees feel logical and easier to approve
• Reframe AI-driven efficiency so it increases perceived value (and protects pricing) vs. triggering discounts
• Shift away from cost-plus/hourly thinking to a value-based fee structure clients understand
• Capture scope creep with a built-in “expansion” pathway that increases revenue without straining relationships

Training Materials

Following the training session, those who attend will be provided with one week of recording access.

Who Should Attend

This session is for team members involved in presenting scopes, proposals, estimates, and fees to agency clients and prospects.