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Here’s How to Stop Undercharging and Over-Delivering

Here’s How to Stop Undercharging and Over-Delivering

Here's why we tend to undercharge and over-deliver:

 

  • Low self-esteem (I’m not worth it)
  • Allow the client to determine your intervention
  • “Undocumented promises” to subordinates while delivering
  • “Failure work” from the client you decide to “fix” for the client
  • Insufficient monetized value to merit higher fees
  • Afraid to create metrics of success for client delight
  • Poor thinking that lower prices will drive more business at higher prices
Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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