Week 9 of 12 · Launch
Services, pricing & profitability
Milestone: Service menu + price model. Format: Packaging lab + margin math.
Persona side project — your client list
Attach your service menu and price model to the roster. Practice quoting one package out loud. Note who is a cleanup client vs. monthly vs. not a fit.
Learning objectives
- Define three service packages with clear deliverables and client duties.
- Build a price model from time, software cost, and target margin—not from a guess copied online.
- Write agreement language for scope, timing, and what extra work costs.
- Know your break-even hours per month.
Core instruction
Package design
Example shape (customize in class): Catch-up cleanup; monthly bookkeeping; advisory/reporting hour. Each package lists what is in, what is out, and turnaround.
Price model
- Desired monthly pay + firm overhead (software, insurance allocation, phone, education).
- Billable hours you can actually deliver (not 40; think 18–25 to start).
- Required effective rate = costs ÷ billable hours, then add margin.
- Check against local market without racing to the bottom.
Profitability questions
Which package loses money if the client is messy? Where do you require a cleanup fee first? When do you say no?
This week’s work
- Submit a one-page service menu and a one-page price model with your math showing.
- Draft three sentences of extra-work / out-of-scope language.
- Calculate break-even hours for your model.
How we know you are ready
Math is visible. Packages are bounded. You can explain a price without apologizing for it.
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