Pricing
6 min read
Price rises without the panic
Customers rarely leave because of a price rise. They leave because of how they were told. A short guide to doing it well.
Priya Nair
Partner, finance
Almost every client we meet is afraid of raising prices, and almost every client who has done it says it went better than expected.
Tell them early and plainly
Give sixty days’ notice. Say what is changing, by how much, and the one reason for it.
Say what they get
If the service has improved, say how. If it has not, do not pretend, and do not raise prices by more than costs.
Prepare the front line
The person who takes the call needs a two-sentence answer and permission to use it.
The Aldermere Letter
One essay a month, short enough to read on the train.
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