“We thought we could just build it in Excel...” It’s a phrase we hear often from firms trying to implement value pricing on their own. On paper, it seems smart: build a custom spreadsheet, plug in your formulas, and start quoting. But it rarely works out that way. Spreadsheets are great for tracking data, but they’re not designed for live pricing conversations. In fact, they can make value pricing harder, more stressful, and less effective than it needs to be. Here’s why DIY spreadsheets are holding your pricing back—and how switching to purpose-built software changes everything. Why Spreadsheets Fall Short for Value Pricing Value pricing is dynamic. It relies on real-time scope evaluation, client interaction, and pricing psychology. Spreadsheets weren’t built for that. Common spreadsheet limitations: Not interactive : Clients can’t engage with the process Error-prone : One wrong formula can derail everything Visually flat : Hard to make compelling during a live meeting Not scalable : Becomes messy as you add services or options Teresa Slack learned this the hard way. Early on, she and her sister tried to build their own value pricing model in Excel. It was cumbersome, inflexible, and ultimately couldn’t support the complexity they needed. “We thought we could just build it in Excel... We quickly realised how challenging that was.” — Teresa Slack The Hidden Risks of DIY Pricing Models Trying to manage value pricing through spreadsheets doesn’t just waste time—it can actively damage your business. Inconsistent Pricing Without built-in logic, every quote is different depending on who created it, what version they used, or how confident they felt. Sales Friction Spreadsheet quotes look clunky. They don’t flow in a live meeting. Clients feel like they’re watching you do maths, not discuss value. Confused Clients When clients don’t clearly see what’s included or how the price was calculated, miscommunication is inevitable. No Room to Scale As your team grows, spreadsheets become harder to manage and update. Version control issues creep in, and onboarding new staff becomes a nightmare. What Modern Pricing Software Should Do A well-designed pricing tool does more than just calculate a number. It enables a better sales experience and value conversation . Here’s what to look for: Scope-based logic that adapts to each client’s needs Live, visual interface that supports interactive meetings Pre-built templates for bookkeeping, payroll, tax, and more Behavioural pricing features , like rewards for referrals or efficiencies Built-in tiering (e.g., Entry, Full, Premium) Instant proposals or follow-up integrations This isn’t about tech for tech’s sake. It’s about delivering pricing with clarity, consistency, and confidence. How Tools Like Effective Pricing Transform the Experience When Teresa adopted Effective Pricing , she saw an immediate change: Clients understood the scope of work Pricing meetings felt professional and guided Clients selected their own services Fees increased substantially “You cannot do value pricing easily without this amazing tool.” — Teresa Slack One of her clients even increased their monthly fee by 204% during the initial meeting—not because of a sales trick, but because the process made it easy to see the value on offer. Tools Create Consistency, Not Just Efficiency Having the right software doesn’t just make pricing faster. It makes it repeatable . It ensures every client gets the same level of clarity and professionalism, whether you’re quoting them yourself or handing it off to a team member. You can standardise your offerings, track conversion rates, and iterate confidently without fear of breaking a formula. Most importantly, you create a pricing experience that feels like part of your brand. Conclusion: Stop Treating Pricing Like a Side Task Pricing is not admin. It’s not just a number you send after a call. It’s a core part of your sales strategy and client relationship . If you're still using spreadsheets to manage your pricing, it's time to upgrade. Not just for your efficiency—but for your credibility, your growth, and your peace of mind. Try Effective Pricing Want to see what pricing looks like when it’s done right? 🎯 Book a free demo of Effective Pricing and discover how to: Quote with confidence Align pricing with value Convert more clients—without the guesswork → Stop struggling with spreadsheets. Start pricing with purpose.

“When you give one price, it’s always the wrong price.” — Teresa Slack It’s a common scenario. A prospective client asks for a quote. You review their details, estimate the work involved, and deliver a single price. Their reaction? They hesitate. They ask for a discount. Or worse—they ghost you completely. The issue isn’t that your price was too high or too low. The real problem? You gave them only one option. Why One Price Doesn’t Work A single price turns your service into a yes-or-no decision. You’re putting pressure on the client to either accept or reject your offer—without the context of value or flexibility. Even if you believe your price is fair, your client may not be ready to commit without understanding what they're really paying for. Plus, you’re locking yourself into a number that may not reflect the complexity, needs, or expectations of the client. The outcome? You either: Undercharge (and resent it later), or Overcharge (and lose the deal) Neither serves you or the client. What Clients Really Want: Control and Clarity In today’s world, clients expect transparency. They want to know: What they're getting Why it costs what it does What options are available They want to feel in control of the buying process. When Teresa Slack shifted to letting clients "build their own package" through Effective Pricing, everything changed. Clients began engaging with the process, asking better questions, and ultimately choosing higher-value packages themselves. The Power of Presenting Options Instead of giving a single number, offer clients a structured choice: Entry Level Full Service Premium Experience Or even better, let them dynamically adjust their selection based on scope. When clients see the value behind each service line, they make better-informed decisions. You move from price being a sticking point to it being a reflection of value. Teresa shared how one client increased their monthly fee by 204% after going through this process. Why? Because he realised everything that was on offer—and valued it. How to Present Pricing the Right Way Here’s how you shift from pricing resistance to pricing confidence: Scope Before You Quote Start with a discovery session or diagnostic review. Uncover: Volume and complexity of work Pain points and priorities Desired outcomes Use Interactive Pricing Tools Forget spreadsheets and static quotes. Use tools like Effective Pricing to: Show real-time price changes based on scope Let clients see what’s included Build transparency into every quote Let Clients Shape Their Package Allow toggling options on or off. If the full package is too expensive, don’t discount—adjust the scope. “We don’t discount. We remove services.” — Teresa Slack From Negotiation to Collaboration This approach changes the nature of the sales conversation: Old way: "Can you do it for less?" New way: "What if we removed reporting or payroll support to reduce the price?" You’re no longer justifying your fee. You’re collaborating with the client to find the right fit. That builds trust. That wins work. Conclusion: Stop Pricing in Absolutes If you’re still offering one quote per client, you’re missing a huge opportunity to: Position your value clearly Increase your average fee Build better client relationships The right price is the one the client chooses—because it reflects what they truly care about. Try Effective Pricing Want to see how flexible, transparent pricing can transform your firm? 🎯 Book a free demo of Effective Pricing and discover how to: Price confidently Scope accurately Convert more clients → Try it now and give your clients a choice they’ll actually value