FIRST-OFFER PRICING WORKSHEET

Save a copy and replace the blanks with your own assumptions. This is a planning aid, not a provider fee quote or a profit forecast.

1. THE PACKAGE
Specific buyer:
Problem and current alternative:
Deliverable / result within our control:
Required customer inputs:
Delivery window:
Included scope and revisions:
Exclusions and change-request process:
Billing basis, payment schedule, and applicable terms:

2. DELIVERY COSTS
Setup hours x internal planning rate:
Delivery hours x internal planning rate:
Review / support hours x internal planning rate:
Direct tools or model usage:
Expected rework or exception allowance:
Other incremental costs:
Total delivery cost D:
Assumed fixed payment cost F:
Assumed payment percentage r (decimal):
Target share remaining after these costs m (decimal):

Illustrative price = (D + F) / (1 - m - r)
This requires m + r < 1 and assumes payment costs follow that formula. Use your actual fee structure. The amount remaining still needs to cover overhead, taxes, and other costs.

Example: D = $300, F = $0.30, r = 0.03, m = 0.40.
Price = $300.30 / 0.57 = approximately $526.84.
Amount remaining = approximately $211, before other costs.

3. CUSTOMER VALUE CHECK
What alternatives cost the buyer:
Benefit the buyer values and evidence for it:
Budget holder and approval process:
Why this package is preferable:
Uncertainty about willingness to pay:

4. OFFER TEST LOG (repeat for each qualified prospect)
Date / audience / offer version / quoted price:
Source and sales process:
Decision and stated reason:
Purchase amount, if any:
Actual delivery effort and extra requests:
Difference from our estimate:

5. REVIEW
What changed besides price:
Most common objection and evidence behind it:
Decision: keep price / change scope / revise delivery / change audience
Next test and review date:

Guide: https://startupcoach.cc/journal/price-your-first-startup-offer
StartupCoach editorial | October 2026