Everyone Loves Tech, Until the Bill Comes: Five Pricing Conversations

Everyone loves tech, until the bill comes. After enough pricing conversations, the same five patterns start to show up.

These are patterns, not judgments of anyone. They come with experience, and they helped me refine my offerings and pricing. Knowing them in advance makes pricing tech work a lot calmer.

1. The fair-price conversation

This one is easy. Expectations are clear and the price is rarely a fight. Sometimes the other person even hints that you could rethink your price, up or down.

2. The hard negotiator

Some people negotiate every line. If you know this type is coming, build it into your starting price, so there is room to meet in the middle without losing what the work is worth. Be careful with this one.

3. The shifting scope

The scope keeps changing, and the result never quite matches what was imagined. Have patience, and try not to get frustrated.

4. Big plans, no follow-through

Millions and billions in the conversation, and it ends when the coffee finishes. Enthusiasm is real in the moment, it just does not always turn into a plan.

5. Picking your brain

Lots of questions and free advice requested, with no plan to start. Knowing where advice ends and paid work begins is part of pricing too.

Be flexible with each person

• Fair price: keep expectations clear and stay open.
• Hard negotiator: plan room into your starting price.
• Shifting scope: have patience.

How has your experience been with different people? I’d like to hear what you have learnt about pricing tech work.