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# Our pricing was set years ago – is it still right?

The plain answer

Probably not, and the reason it has survived is that the work kept coming – which is exactly what hides it.

Prices set three or four years ago were set against costs that have moved since. Wages, insurance, software, subcontractors, and the hours a job actually takes now that it includes things it didn’t then. Revenue can hold steady through all of that while margin quietly erodes, and nothing in a monthly P&L announces it.

Three things are worth checking, in this order.

What each kind of work costs to deliver now, including the delivery cost that never makes it onto the invoice. Until that is known, a price change is a guess.

Where your prices sit against what the work is worth to the client, rather than only what it costs you. Costs set a floor; they were never meant to set the number.

And what happens to margin at the price you are considering – played out in the numbers before it is announced, not after.

The uncomfortable part is usually the same: a rate that has not moved in years is a decision the business made by not deciding. The useful part is that pricing is the fastest lever an owner-led business has. It lands in the month you change it, and it costs nothing to implement.

Answered by Kristina Walls, who leads the financial practice. More on [the finance seat and how it runs](https://stoneforgegroup.com/financial-leadership/).

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