Fractional Resources

This started with a simple question in a Slack thread: “How should I price a weekly advisory call?” The answer, like most things in fractional work, is: it depends. But it sure as hell isn’t hourly.

Moving Beyond the Hourly Mindset

When transitioning to fractional work, many default to thinking about hourly rates. But as a fractional professional, you’re not selling time — you’re selling expertise, outcomes, and value.

Here’s why hourly rates often fall short:

• They focus on inputs (your time) rather than outputs (client value)
• They incentivize inefficiency — solving problems quickly becomes a penalty
• They ignore the “always on” nature of fractional work — you’re bringing your full context and experience, not just clocking hours

Understand the Real Value You Provide

Before setting any prices, get crystal clear on the value you bring:

• What specific problems are you solving?
• What’s the cost to the business if these problems remain unsolved?
• What unique experience or perspective do you offer?
• How will you impact key metrics or outcomes?

This value-focused lens shifts the conversation from “What’s your hourly rate?” to “What’s this worth to your business?”

And don’t stop at what you’ll do — focus on what will be different when it’s done.
Define the outcome, not the to-do list.
Will a team ship faster? Will a bottleneck disappear? Will someone finally sleep at night?
That’s the thing you’re pricing.

Frame the Outcome, Not the Scope

Clients don’t care about the means — they care about what changes. That’s the business outcome.

Ask:

• What’s different when I’m done?
• What pressure does this relieve?
• What would make the client say, “That was worth it”?

Don’t just solve the problem — price the relief.
The more clearly you can link what you offer to what the client gets, the easier it is to justify your price — and the harder it is to shop you against someone cheaper.

Packaging Your Expertise

Instead of selling hours, consider packaging your services:

• Retainer model: A set monthly fee for ongoing support and expertise
• Project-based: Fixed price for specific outcomes or deliverables
• Outcome-based: Pricing tied to measurable results

Examples:

• “Tech Advisory Package: $5k/month for weekly strategy calls, roadmap development, and on-demand support”
• “Marketing Sprint: $10k for campaign strategy, execution, and performance analysis over 6 weeks”

The structure of your offer should reflect how much certainty you (and the client) have.
If the outcome’s clear, sell the result.
If you’re still figuring it out, lead with a discovery or roadmap and price that on its own.
You can’t price the finish line before you know where it is.

Sometimes there isn’t a finish line.

Nothing gets “done.” You’re not fixing a broken system or launching a new one. You’re showing up, staying in context, keeping things from going sideways.

That’s still valuable. It’s just a different kind of value.

In those cases, you’re selling:

• Access – they can call you when it matters
• Presence – you’re in the room, tracking context
• Peace of mind – you’re their insurance policy

Price it like that. Don’t pretend it’s a project. Don’t wrap it in fake deliverables. Clarity makes for better clients — even when the work is soft and squishy.

Pricing Strategies to Consider

1. Value-based pricing: Set prices based on the estimated value you’ll create, not your time input.

2. Tiered offerings: Provide multiple package options at different price points.

3. The “Hungry, Happy, Ecstatic” model:

   • Hungry: Minimum price to keep the lights on
   • Happy: You’re comfortable and motivated
   • Ecstatic: You’ll move mountains at this price

(More on this in my breakdown of the H/H/E model and why the Hungry price can backfire.)

4. Anchor high: Start with your “ecstatic” price. You can always offer a more focused engagement at a lower price if needed.

Remember: You’re Running a Business

As a fractional professional, you’re not just selling your time. You’re running a business. Price accordingly:

• Factor in your business costs (insurance, tools, marketing, etc.)
• Build in profit margins
• Consider the opportunity cost of taking on work

(See more about how Your Cost isn’t your Price)

The Confidence Factor

Pricing is as much about psychology as it is about numbers. Confidence in your value proposition is crucial:

• Be prepared to walk away from engagements that don’t align with your value
• Don’t apologize for your prices
• Focus conversations on outcomes and impact, not hours worked
• Not every lead will get it. You don’t owe them a lesson — just a clear offer and a price.

A Final Note on Context

Remember that fractional work often involves more than just the direct time with the client. You’re carrying their context, thinking about their problems, and being available for quick check-ins. Make sure your pricing model accounts for this “always on” nature of fractional work.

By moving beyond hourly rates and focusing on the unique value you provide, you position yourself as a strategic partner rather than just a time-for-money resource. This approach not only often leads to better compensation but also to more fulfilling engagements where you can truly leverage your expertise.

Ready to rethink your pricing strategy? Let’s chat about positioning your fractional services for maximum impact and value.