The Importance of Understanding Your Client Value

I love that you called out the fact that so many times people will pick this number and it's just an arbitrary number based on O 40 hours a week. But they don't factor in their expenses, their, you know, hard costs, taxes, all those things. You absolutely got to incorporate that into your thinking about pricing. In a former role, I was in management consulting and that industry is notorious for very hot rates. There are some trade-offs with pricing too, because it sets the relationship with your client in a very specific way.