We have normality. I repeat, we have normality. Anything you still can’t cope with is therefore your own problem.

Douglas Adams, The Hitch Hikers Guide to the Galaxy

It may have happened to you, or to a colleague that you know personally, and it’s still not clear HOW. After years of pricing regularly, [something extraordinary happened], and the accepted price was significantly higher than usual, at least double. After that, nothing changed. All further clients were charged the same old way.

Not really understanding the basis on which the extraordinary client said yes to the “unreasonably” high price is often debilitating.

Without knowing how to “base” your price and construct it reasonably, there’s a good chance that doubts will hold you back.

Maybe there were some unique pressures within the client’s corporate structure that made them not care about the price. Perhaps they are just an uninformed foreigner and have no idea what the going rate is around here. If this happened to someone else, maybe they are embellishing it, or missing out key details. If it happened to you, perhaps it was just your lucky day…

Giant price leaps and the subsequent construction of a coherent basis for them are something I see every day. Once you get a glimpse of the possible future by chance, it’s worth experimenting with it, because you might find normality in unexpected places.


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