🎙️ Podcast Summary

In this episode of The HE Consultant’s Toolkit, we explore one of the most uncomfortable - but essential - topics for independent consultants: pricing.

How do you set a fair and sustainable day rate? What do you say when clients push back? And how do you manage your mindset when the money conversation gets awkward?

Karen shares candid reflections from her own consultancy experiences, offering practical strategies for setting your fees, negotiating with confidence, and staying financially resilient during quiet periods.

Whether you’re new to consultancy or still finding your pricing rhythm, this episode will help you approach your value with clarity, professionalism, and purpose.

✅ Key Takeaways

• Your day rate isn’t your old salary divided by 220. Price for value, not just time, and include your non-billable work, business costs, and downtime.
  

• Use others to inform your rate - but don’t simply copy. Your offer and experience are unique.
  

• Tiered or packaged services can give clients choice without undercutting your value.
  

• Pushback is negotiation, not rejection. Be open to scope changes - but protect your baseline.
  

• Use a three-point decision filter: pay, learning/enjoyment, and visibility. Two out of three? Consider saying yes.
  

• Have a BATNA. Know what you’ll do when a project doesn’t land - writing, CPD, business development, or creating content like this podcast.
  

  📣 Calls to Action

  👉 Subscribe and Share If you enjoyed this episode or found Series 1 helpful, please subscribe and share it with your network. It really helps the podcast reach others working in HE consultancy.

  🤝 Connect on LinkedIn I’d love to hear your thoughts on today’s episode. Do you find pricing tricky? What strategies work for you? Feel free to connect and join the conversation on LinkedIn.

  📅 Look Out for Series 2: Episode 3 We’ll be back soon with the next episode. Make sure you’re subscribed so you don’t miss it.

  
  

  🔗 Relevant Resources

  • 🌐 KHL Consulting Website: www.khlconsulting.co.uk
    

  • 👤 LinkedIn Profile for Karen Heard-Lauréote: www.linkedin.com/in/profkhl
    

  • 🤝 Network for Educational Enhancement Consultants (NEEC): Join here