Meridian Advisory · B2B consulting · 6 people
How a consultancy raised rates 40% without losing a single client
+40%
average project rate
0
clients lost
1 round
to a clear decision
The challenge
Meridian billed by the hour and was fully booked — the classic sign of underpricing — but the founders couldn't agree on how far to move, or whether to reprice existing clients or only new ones.
Putting it to the board
They asked the board: “Should we raise our rates, and how?” Crabtree ran the labor-efficiency math and confirmed they were leaving margin on the table; Hormozi reframed the offer around outcomes instead of hours; Halbert rewrote how the value was presented. The Chairman resolved it into one plan: reprice new engagements by 40% immediately, move to project-based pricing with an outcome guarantee, and grandfather existing clients for one cycle.
The outcome
Meridian shipped the new pricing the same week. Every new proposal closed at the higher rate, and because existing clients were grandfathered, none churned. Within a quarter the higher-rate work had replaced the discounted book entirely.
“We'd been arguing about pricing for months. The board settled it in one round — and gave us the exact sequencing so nobody felt blindsided.”
Managing Partner, Meridian Advisory