Pricing Leakage Scorecard
Answer the questions below based on how your firm currently prices, scopes, quotes, and reviews client work.
Be honest. The goal is not to get a perfect score. The goal is to identify where profit may be leaking through underpricing, scope creep, weak fee reviews, or inconsistent quoting.
Category 1: Pricing Model
Do you still charge most clients based on time, hourly rates, or estimated effort?
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No, our pricing is mostly value-based or package-based
Partly, we use a mix of hourly, fixed, and package pricing
Yes, hourly or time-based billing is still a major part of our model
Category 1: Pricing Model
Do your fees reflect the value, urgency, risk, access, and complexity involved; not just the task being performed?
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Yes, we consider value drivers beyond time and effort
Sometimes, but not consistently
No, we mostly price based on time, cost, or what we charged before
Category 1: Pricing Model
Do you have a clear pricing framework for your main services?
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Yes, our main services have defined pricing logic
Some services do, but others are still quoted manually
No, pricing is mostly decided case by case
Category 2: Scope Control
Do your proposals clearly explain what is included and excluded?
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Yes, scope is clearly documented
Sometimes, but not in enough detail
No, scope is often vague or assumed
Category 2: Scope Control
When clients ask for extra work, does your team have a process to reprice it?
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Yes, extra work triggers a fee discussion or revised proposal
Sometimes, depending on the client or staff member
No, extra work is often absorbed to keep the client happy
Category 2: Scope Control
Do you regularly experience “just a quick favour” requests from clients?
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Rarely, because expectations are clear
Sometimes
Often, and it affects team time or profitability
Category 3: Tiered Pricing
Do you offer clients three clear service options or packages?
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Yes, we usually offer structured options
Sometimes, for selected services
No, we usually present one price
Category 3: Tiered Pricing
Do your pricing tiers reflect different levels of access, speed, advice, communication, and support?
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Yes, our tiers are built around different levels of value
Partly, but the differences could be clearer
No, our tiers are mostly task-based or not clearly differentiated
Category 3: Tiered Pricing
Can clients easily understand the difference between your basic, mid-level, and premium services?
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Yes, the difference is clear and easy to compare
Somewhat, but we still need to explain it often
No, clients often struggle to see the difference
Category 4: Value Communication
Do your proposals communicate outcomes and benefits, not just tasks?
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Yes, we explain the value and outcomes clearly
Sometimes, but many proposals still list tasks
No, our proposals mostly list services and prices
Category 4: Value Communication
Do you explain intangible value such as peace of mind, reduced risk, priority access, time savings, or better decisions?
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Yes, we communicate these clearly
Sometimes, but not consistently
No, we rarely include intangible value in pricing conversations
Category 4: Value Communication
Do you have confidence explaining why your fee is worth it?
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Yes, we can clearly justify our fees
Sometimes, depending on the client or service
No, price conversations often feel uncomfortable
Category 5: Fee Reviews
Do you review client fees at least once a year?
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Yes, we have a structured fee review process
Sometimes, but not consistently
No, fees often stay unchanged for too long
Category 5: Fee Reviews
Do you compare each client’s current fee against their actual scope, workload, complexity, and support needs?
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Yes, that is part of our review process
Sometimes, but it is mostly manual
No, we rarely review fees in that level of detail
Category 5: Fee Reviews
Do you know which clients are currently underpriced or unprofitable?
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Yes, we have good visibility
We have a rough idea
No, we mostly rely on gut feel
Category 6: Quoting Process
Is your quoting process consistent across partners, managers, and team members?
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Yes, everyone follows the same pricing process
Partly, but there are still inconsistencies
No, pricing depends heavily on who prepares the quote
Category 6: Quoting Process
Are quotes created using a structured system rather than spreadsheets, copied documents, or old proposals?
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Yes, we use a structured quoting system
Partly, we use some templates but still rely on manual work
No, we mostly use spreadsheets, Word documents, or copied quotes
Category 6: Quoting Process
Can your firm build a quote quickly without losing accuracy or margin control?
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Yes, our process is efficient and controlled
Sometimes, but complex quotes still take too long
No, quoting is slow, manual, or inconsistent
Category 7: Proposal, Acceptance & Payment Flow
Can clients accept proposals digitally?
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Yes, clients can accept proposals online
Partly, but the process is not fully streamlined
No, acceptance is mostly manual or email-based
Category 7: Proposal, Acceptance & Payment Flow
Are engagement letters, payment terms, and fee agreements clearly linked to the accepted quote?
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Yes, everything is clearly connected
Partly, but some steps are manual
No, these are handled separately or inconsistently
Category 7: Proposal, Acceptance & Payment Flow
Once a client accepts, does your quote flow smoothly into billing, invoicing, or task management?
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Yes, there is a clear quote-to-invoice workflow
Partly, but manual work is still needed
No, there is a lot of admin after acceptance
Full Name
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Email
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Phone
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Organization
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Job Title/Position
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