A 20 minute chat with a CFO changed how I price our retainer

Last Tuesday I grabbed coffee with a CFO from a logistics firm we almost signed. He told me our per-hour rate scared him, not because it was high, but because it implied we thought in hours at all. He said, "I pay for outcomes, not for your clock." That sat with me for two days. I redid our proposals around fixed monthly scopes with clear deliverables, no time tracking mentioned. We lost one cheap prospect but closed two deals in the last week at 30% higher value. Has anyone else switched away from hourly billing and seen what it does to buyer trust?

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the_riley2d ago

outcomes, not your clock" totally nails it, made me rethink our whole model too.