Deployed Works Guide
For providersPricing Your Capability
Choose a pricing model that fits the work and make the first buying decision easy to understand.
Audience
For providers
independent providers, consultants, fractional leaders, technical operators, AI specialists and small specialist teams
Time
2 minute read
Outcome
Choose a pricing model that fits the work and make the first buying decision easy to understand.
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Guide summary
What this guide helps you do
Who it is for
Best fit readers
- A independent provider deciding whether to lead with a day rate or a scoped offer.
The problem
Pricing is part of positioning.
Your commercial model is part of your capability profile. Buyers are not only asking whether you can do the work.
Pricing models
Choose the model that fits the work and buyer need.
Day rate
Best when the scope is still evolving, the buyer needs flexible specialist time, or diagnosis, design and build may unfold in stages.
Project fee
Best when the outcome and scope are clear, deliverables can be defined, and handover and success criteria are agreed.
Retainer
Best when the buyer needs recurring access to capability, advisory or improvement work is ongoing, or fractional leadership and recurring delivery are needed.
Productised offer
Best when you solve a repeatable problem and the first engagement has a clear package.
Pricing Model Matrix
Choose the commercial shape that makes your capability easier to buy.
Use the matrix while writing your capability profile so buyers can understand fit, risk and the first sensible engagement.
Day rate
Flexible specialist time
Project fee
Defined outcome
Retainer
Recurring access
Productised offer
Repeatable first step
Example
Example capability profile pricing snippets
Day rate: “I usually work on a day-rate basis for diagnosis, architecture and delivery support. Typical range: £650-£850/day depending on scope and urgency.
Template
Matching pricing to capability type
Buyer problem: First useful outcome: Work included: Pricing model: Price or range: Assumptions: Not included: Payment schedule: Review point:
Common mistakes
Avoid these traps
- Hiding all pricing.
- Pricing only by time when the buyer needs outcome clarity.
- Offering fixed fees before scope is understood.
Checklist
Ready to publish when
- I know which commercial models I use.
- I can explain when each model fits.
- I have given buyers a useful range or starting point.
- I know my minimum engagement.
FAQ
Questions this guide usually raises
Do I need to publish an exact fixed price?
No. You do not need a fixed price for every possible engagement.
Is one pricing model always best?
No. Day rates, project fees, retainers and productised offers solve different problems.
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Use the guide
Make your capability easier to buy.
Create a capability profile that explains what you can deploy, who it helps, what proof you have and how buyers can start working with you.
Read the companion blog post
