Stop guessing your consulting rate
Welcome to the Dojo!
Hitting the slopes with the kiddos for a couple of days last week, I was reminded that if you're working hard to excel at everything, you're not likely to excel at anything.
I learned to ski relatively late—in my thirties after we moved to the Bay Area—and I’ve settled into the intermediate range. Blue (intermediate) runs are my comfort zone. I decided a long time ago I’m fine staying there. I’d like to save my knees for Aikido. 🙂
Every now and then, though, my competitive side gets the better of me and I’ll head down an advanced course (black diamond). I usually make it down safely—but it’s a chore, not a joy. It feels good to say I did it, but if I’m honest, I don’t actually like it while I'm doing it.
Then I remember that being a pro skier is not one of my goals, and I go easier the next time.
I’m all for pushing yourself and improving. But sometimes—in life and in business—you need to conserve most of your energy for the main path you’ve chosen and just enjoy the side pursuits without always striving to advance.
On the Mat
- Let’s Train: If pricing feels fuzzy, capped, or stressful, this is your reset.
- Ask Feras: 26 pricing questions in 2026
- Sharpen The Blade: New year. Same pricing traps.
Let's Train
If pricing feels fuzzy, capped, or stressful, this is your reset.
Whether you’re guessing your rate or using one that no longer works, the result is the same:
- Tight margins
- Overwork
- Constant second-guessing
And I’ll be honest — I’ve experienced all of the above, often at the same time.
I still remember sending out one of our early proposals after raising our rate — a number I believed we deserved but wasn’t sure the market would accept.
Back when we specialized in marketing analytics, we made a decision that genuinely scared me: we raised our hourly rate from $150 to $250. It felt bold for a small team trying to grow. But we knew our craft, we delivered white-glove service, and we stood behind the work.
So there I was, refreshing my email, waiting for the client to respond (you probably know that feeling :)).
Part of me expected pushback. Maybe a flat-out rejection.
Instead, the client replied, “Looks good. When can you start?”
And in that five-second moment, everything shifted.
I realized the real danger wasn’t charging too much — it was charging too little and shrinking your value before anyone else had the chance to see it.
Most new consultants don’t struggle with skill. They struggle with pricing themselves in a way that protects their time, their confidence, and their business.
Ask Feras Recap
26 pricing questions in 2026
🔥The Challenge
I’ve received a lot of questions about pricing from founders who are struggling to gain traction in sales.
Questions like:
- What’s wrong with fixed pricing, and why is it risky early on?
- Is hourly pricing outdated in 2026?
- How do you calculate a minimum rate?
- When should you move beyond hourly pricing?
- Can I use different hourly rates for different clients?
- What hourly mistakes do most consultants make?
- What pricing changes matter most this year?
🛠️ What I Told Them
I answered all 26 of these questions in this week’s livestream. Check out the Sharpen The Blade section below for the link. And if your pricing question didn’t make the list, reach out — I’m happy to help you get clarity.
Sharpen The Blade
Plenty of professionals set fresh goals every January… then carry the same broken hourly rate into another year of tight margins, overwork, and second-guessing.
If your pricing feels fuzzy or outdated, this video will help you reset:
How Much to Charge as a Consultant — 26 questions answered
If pricing has been slowing you down, don’t bring that into the new year.
Subscribe to the Black Belt Startup Newsletter
Weekly, 5-minute insights to help you escape the 9–5, land your first clients, and grow a thriving business.