– FREE LIVE WORKSHOP –
Missing the Money
Position and get paid for the senior-level work you're already doing but haven't been charging for
Tuesday, May 19Â @ 12-2pm EST/ 9-11am PST
Your role with clients has changed—but your proposals haven’t.
Your work has moved further upstream. You're in the strategy conversations now. You're absorbing risk that isn't in your contract. You've become the call your clients make when they need help fast because you always deliver.
So you try raising your fee or flagging scope creep.
They push back. Or they don’t.
You hold the line. Or you don’t.
Either way it’s awkward.
You don’t want to jeopardize a good relationship. You also don’t want to have to justify your value.
With new prospects, there’s no precedent, no history, so pricing feels easier.
Except when you write the proposal out comes a deliverables list with a few bullet points on format, number of sessions, or rounds of revisions. There's the timeline. The fee.
The proposal lands in their inbox next to two others that look almost identical on paper.
They compare. You explain.
The conversation that should have been about why you're the right person for the work becomes one about whether the scope can be trimmed.
Whether it's current clients or new prospects, problem with your proposals and pricing isn’t about the math.
It’s about your positioning.
Where most positioning advice fails
Most positioning advice centers around the language. New title and elevator pitch. Updated bio. Stronger LinkedIn headline.
You can update every word on your website and the fees still won't move, because the language isn't where the disconnect is happening.
The disconnect is between the work you actually perform now and how that work is represented to your clients, in your proposals and pricing sheets, and to yourself.
In this two-hour workshop we're going to work through the biggest challenges you’re having with overperforming and undercharging by look at two sides of the same coin: your positioning and your pricing.
In Part 1 we’ll use the Role Elevation Map to explore:Â
- The real work you do — what clients get from you beyond the deliverables
- The dynamics in your client relationship — how clients rely on you and where you sit in the decision-making process
- How you understand your own authority — and where that gets downgraded in your sales conversations and proposals
You’ll surface the level of responsibility you're already carrying you’re not naming and the where the real value of the work you’re doing goes unclaimed.
In Part 2, we'll look at three specific places where pricing goes wrong:
- in scopes that absorb work you're not billing for
- in rates anchored to an earlier version of your business
- in the strategic conversations you're not being invited into
You'll leave with a new framework for how to think about your fees and a clear picture of what needs to change. Pricing is less about math and more about how value gets communicated before the number lands.
Workshop experience and BONUS resources
This is an interactive workshop. You’ll receive your own copy of an editable playbook that we’ll use to structure the conversation and workshopping we’ll do together. Expect a mix of individual exercises, breakouts and group shares. You’ll be in the room with other entrepreneurs experiencing similar challenges (myself included) so the conversation alone will be highly valuable.Â
In addition, you have the option to book a Revenue Traction Session. This is a focused working conversation where we look at one specific messaging or marketing challenge and identify how it’s affecting your bottom line. In 15 minutes, we pinpoint what’s getting in the way, where opportunity is being missed, and what to adjust next so your efforts convert more consistently. Private, pitch-free, and practical.
Who this workshop is for
This interactive workshop is for experienced service providers whose role with clients has grown well beyond what their positioning currently reflects. You’re making decisions, absorbing risk, shaping outcomes, and then writing proposals that describe deliverables and setting prices that don’t account for the real value you provide.Â
It’s also for you if:
- You've been running your service business long enough to have validated your work, and the next move is the part you keep putting off
- You're willing to look honestly at where your positioning is letting you down, even if some of that is on you to fix
- You want to leave with something concrete and you're prepared to do the thinking that produces it
MEET YOUR HOST
Lisa Mullis is the founder of Paraphrase Communications. She works with established consultants, advisors, and creative professionals to align their business architecture, offers, and messaging so revenue becomes more repeatable and less hard-won. She's been doing this work for 25 years, with a particular focus on owner-operators juggling client delivery and new business development.
This workshop pulls from work she does inside her advisory practice, condensed for service providers who recognize the gap between what they do and what their pricing reflects.
