How the Consulting Offer Builder calculates price

This calculator uses a two‑anchor pricing model. One anchor protects you (cost‑to‑deliver), the other protects the deal (value‑to‑client). The recommended price is based on the stronger anchor, then nudged with multipliers for urgency, complexity, and risk.

First we estimate delivery hours: Estimated Hours = weeks × hours/week. Then we compute a floor price that pays you your desired effective hourly rate and includes a profit buffer:

Cost Anchor = Estimated Hours × desired hourly × (1 + margin). This is the “I can’t go lower than this without hating my life” number.

Next we estimate a conservative “value capture” percent — a small slice of the outcome value that’s reasonable to charge for creating that outcome. The calculator starts at a base capture rate and then adjusts it:

• Base capture (typical): 10%
• Differentiation & proof: move capture up or down
• Client type: larger orgs often tolerate higher capture (budget + risk tolerance)

Value Anchor = Outcome Value × Capture %. If your offer creates $100k of measurable upside, a 10% capture suggests a ~$10k project fee.

We take the maximum of the two anchors: Base Price = max(Cost Anchor, Value Anchor). This avoids under‑pricing when value is high and avoids “value talk” that doesn’t pay your bills when scope is heavy.

Then we apply three adjustments:

• Urgency multiplier: higher urgency increases price (you’re committing calendar priority).
• Complexity multiplier: more complexity increases price (coordination & uncertainty).
• Risk factor: higher delivery risk decreases price unless you add guardrails (scope, prerequisites, guarantees).

Recommended Price = Base Price × urgency × complexity × riskFactor. Finally, we show a range (−15% to +15%) so you can choose a confident “menu price” rather than negotiate every deal.

The score is a practical proxy for “how easy is it for a buyer to say yes?” It’s weighted toward scope clarity, proof, and differentiation, with smaller weight on simplicity and controllable risk. A high score means your offer is narrow, believable, and easy to execute. A low score means the buyer will feel uncertainty (and will negotiate your price downward).

3 common consulting offers (with numbers)

Example A: Audit + Roadmap (SMB)
Outcome value: $25k, 2 weeks, 8 hours/week, desired hourly $200, margin 35%, urgency 4, complexity 4, differentiation 6, proof 6, scope 8, risk 3.
Cost anchor ≈ (16×200×1.35) = $4,320. Value anchor ≈ $25,000×~11% ≈ $2,750. Base price ≈ $4,320. With low urgency/complexity and low risk, your range might land around $4k–$5k.

Example B: Strategy Sprint (Mid‑market)
Outcome value: $80k, 4 weeks, 6 hours/week, desired hourly $250, margin 40%, urgency 6, complexity 6, differentiation 7, proof 6, scope 7, risk 4.
Cost anchor ≈ (24×250×1.40) = $8,400. Value anchor ≈ $80,000×~13% ≈ $10,400. Base price ≈ $10,400. With slightly higher urgency/complexity, your range can be $11k–$14k.

Example C: Done‑For‑You Implementation (Enterprise)
Outcome value: $250k, 8 weeks, 15 hours/week, desired hourly $300, margin 45%, urgency 8, complexity 8, differentiation 8, proof 7, scope 6, risk 6.
Cost anchor ≈ (120×300×1.45) = $52,200. Value anchor ≈ $250,000×~17% ≈ $42,500. Base price ≈ $52,200. High urgency/complexity pushes up, but risk pushes down unless scope is tightened. You may see a range like $55k–$75k — and the score will point you to tighten scope and prerequisites.

Notice the pattern: small offers win with tight scope; bigger offers win with proof + differentiation + clear “definition of done.”

What to do after you get the numbers

Pricing is only half the battle. The other half is reducing uncertainty for the buyer. The builder gives you a draft of the “offer skeleton” (deliverables, cadence, terms, and guardrails). Use it to create a one‑page offer that a buyer can forward internally without you on a call.

1. Name: give your offer a memorable package name.
2. Promise: one measurable outcome and a timebox.
3. Deliverables: 3–5 items, each tangible (docs, assets, builds, checklists).
4. Definition of done: a single line that ends debates.
5. Guardrails: prerequisites, response time, revision limits, change orders.
6. Price + terms: choose a single menu price inside the range.

• Too broad: “marketing consulting” → pick one funnel stage or one KPI.
• No proof: add a tiny case study: before/after, metric, or testimonial.
• Unlimited revisions: limit revisions and define what counts as “done.”
• Weak urgency: add start dates, capacity limits, or deadlines.

If your Offer Strength is below 55, don’t panic — just narrow the scope and add guardrails. You can often raise the score by 15–25 points in one edit.

Frequently Asked Questions

• Is this “value‑based pricing” accurate?

  It’s a starting estimate. Real value pricing comes from discovery: what it costs them to keep the problem, what success looks like, and what alternatives cost. The calculator is intentionally conservative so you can start with a defendable range.

• What if my client can’t quantify outcome value?

  Use proxies: hours saved, reduced churn, faster cycle time, fewer mistakes, fewer support tickets, or avoided hires. If nothing is measurable, tighten scope and price closer to the cost anchor.

• Why does risk reduce price? Shouldn’t risky work cost more?

  Risk should increase price only if you can control it (scope + prerequisites + decision authority). If risk is high because the client may not cooperate or the outcome depends on factors you can’t influence, the rational move is either: tighten scope, add prerequisites, or avoid outcome guarantees.

• How do I raise the Offer Strength Score?

  Improve the three biggest levers: (1) tighter scope, (2) stronger proof (case studies, numbers), and (3) clearer differentiation (your “why you”). The score is a proxy for how easy it will be for a buyer to say yes.

• Should I offer a guarantee?

  Guarantees can help conversion when the scope is tight. Prefer process guarantees (“we will deliver the roadmap”) or effort guarantees (“we will work until the deliverables match the spec”) over hard outcome guarantees unless you fully control the inputs.

• Can I use this for retainers?

  Yes. Think of retainers as a repeating sprint. Keep the scope stable, make it prepaid monthly, and include clear capacity limits so your calendar doesn’t get eaten alive.

• What’s the fastest way to make this page “go viral”?

  Share the snapshot (score + range) and the one‑sentence pitch. People love comparing offers. If you’re posting on social, include: your niche, your package name, the range, and one guardrail that prevents scope creep.

Use responsibly

Pricing is market feedback. Use this as your first pass, then refine by talking to real buyers. If you want to increase price, do it by tightening scope, increasing proof, and targeting bigger outcomes — not by “charging more because vibes.”

• Run the builder → copy the pitch → put it on a one‑pager.
• Talk to 5 prospects → note objections → tighten scope / proof.
• Re‑run the builder → raise price only after your “yes rate” stays healthy.