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103: Your Offer Is Leaking Money. Here’s How To Stop It
“One more quick question. While you're at it. It'll only take five minutes.”
Sound familiar? That's not a difficult client. That's a broken offer structure.
Tim breaks down why scope creep is almost never a client behavior problem and almost always an architecture problem, built into the offer from the very beginning. When you sell access to your team's time with no defined deliverables, you build a structure with no natural ceiling, and every quick question and every “while you're at it” is simply a rational response to an offer that never set any boundaries in the first place.
52% of all projects experience scope creep, and the average cost overrun attributed to it sits at 27%. On a $50,000 retainer, that's $13,000 in unrecovered work every single year per client.
But here's what makes this even more interesting. Research published this year found that 73% of clients actually prefer value-based pricing over hourly rates. They want to pay for outcomes, not time.
So they're not trying to squeeze you. They're just responding to whatever structure you put in front of them.
This episode walks through the three structural changes that fix the underpricing problem for good, including how to scope by outcome instead of input, how a simple monthly value summary changes everything at renewal time, and how one conversation at the start of every engagement stops scope creep before it starts.
The offer you keep undercharging for isn't underpriced because your clients won't pay more. It's underpriced because the way it's structured makes value invisible and boundaries nonexistent.
And that, it turns out, is a surprisingly easy thing to fix.
WHAT YOU’LL DISCOVER IN THIS EPISODE:
- 00:00 - How scope creep quietly bleeds revenue from businesses year after year
- 02:30 - Why the way you write your offers is the reason scope creep becomes inevitable
- 05:00 - The critical distinction between raising rates and restructuring offers
- 06:30 - Three structural changes that fix underpricing without that awkward conversation
- 09:30 - How fixing the architecture of your offer lets both sides win
CONNECT WITH FIND TIM HYDE
- Website: https://winmoreclients.com.au/
- Facebook: Win More Clients
- Instagram: Win More Clients
- LinkedIn: Tim Hyde
View all episodes
By Tim Hyde“One more quick question. While you're at it. It'll only take five minutes.”
Sound familiar? That's not a difficult client. That's a broken offer structure.
Tim breaks down why scope creep is almost never a client behavior problem and almost always an architecture problem, built into the offer from the very beginning. When you sell access to your team's time with no defined deliverables, you build a structure with no natural ceiling, and every quick question and every “while you're at it” is simply a rational response to an offer that never set any boundaries in the first place.
52% of all projects experience scope creep, and the average cost overrun attributed to it sits at 27%. On a $50,000 retainer, that's $13,000 in unrecovered work every single year per client.
But here's what makes this even more interesting. Research published this year found that 73% of clients actually prefer value-based pricing over hourly rates. They want to pay for outcomes, not time.
So they're not trying to squeeze you. They're just responding to whatever structure you put in front of them.
This episode walks through the three structural changes that fix the underpricing problem for good, including how to scope by outcome instead of input, how a simple monthly value summary changes everything at renewal time, and how one conversation at the start of every engagement stops scope creep before it starts.
The offer you keep undercharging for isn't underpriced because your clients won't pay more. It's underpriced because the way it's structured makes value invisible and boundaries nonexistent.
And that, it turns out, is a surprisingly easy thing to fix.
WHAT YOU’LL DISCOVER IN THIS EPISODE:
- 00:00 - How scope creep quietly bleeds revenue from businesses year after year
- 02:30 - Why the way you write your offers is the reason scope creep becomes inevitable
- 05:00 - The critical distinction between raising rates and restructuring offers
- 06:30 - Three structural changes that fix underpricing without that awkward conversation
- 09:30 - How fixing the architecture of your offer lets both sides win
CONNECT WITH FIND TIM HYDE
- Website: https://winmoreclients.com.au/
- Facebook: Win More Clients
- Instagram: Win More Clients
- LinkedIn: Tim Hyde