Analytics
Issue #01 — The Metrics That Actually Predict Revenue
This week: the three leading indicators every service business should watch, why monthly revenue reports lie to you, and a…
Read →Issue #04 · March 10, 2026 · The Operations Weekly
If you’re pricing based on cost-plus — your costs plus a margin — you’re probably undercharging. Not because your costs are too low, but because cost-plus ignores the most important pricing variable: what is this worth to the customer?
The Shift to Value-Based Pricing
Value-based pricing means anchoring your price to the outcome you deliver, not the hours you spend. A plumber who fixes a leak that’s been damaging a basement for weeks isn’t charging for 90 minutes of labor — they’re delivering peace of mind and stopping ongoing damage. Those things have a different value than 1.5 hours × $95.
How to Implement This Without Losing Customers
Start by segmenting your service offerings into three tiers: a basic option (close to your current pricing), a standard option (adds your most popular add-ons), and a premium option (full-service, outcome-guaranteed). Most customers choose the middle. Premium exists to anchor the standard as the “reasonable” choice.
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Issue #03 — The Hiring Mistake That Keeps Small Businesses Small
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