The part losing you money is not the build.

You have been paid by a client. At least one.

So the building works.

The part nobody sat you down for is the twenty minutes after the client says yes.

You quote a number and hear your own voice go up at the end.

The scope lives in a thread.

Somebody says "can you just add this one thing" and you hear yourself say sure, I will fold that in.

Then the project ends and you work out what you made per hour.

You tell nobody.

And you sign up for more training, because you think the broken part is technical.

The build is the part you already do well.

The Scope Session. One call. Your live deal, not a case study.

You bring a quote you are about to send. We price it, phase it, and write it down while you are still on the call.

You leave with six things.

Bring a real deal. One you are quoting now or about to quote.

No deal, no session.

This is not a seriousness test. A session with no deal in it produces a pleasant conversation and nothing you send anybody. The whole method runs on a live number.

If you do not have one this week, wait until you do.

We check them item by item before the call ends. You pay nothing until we have.

Here is what it does not cover.

I will not promise you that your scope stops moving, or that the number holds, or that the deal closes. Those all depend on somebody who is not in the room. I am not in that conversation, so I cannot deliver that half of it, and I will not sell you a promise I cannot keep or evidence.

What I hand you in the room is mine to guarantee. What your client does with it is not.

$300. Founding rate, first ten.

Founding means you pay less, and I ask you for something afterwards.

Thirty days after the session we get back on for fifteen minutes. One question: what did you quote, and did the scope move without the price moving.

If the answer is worth repeating, you let me write it down and use your numbers. You approve the wording before it goes anywhere.

If you never answer, nothing changes. The rate is yours either way.

That is why the price is lower. I am asking you, not charging you for it. What I want is not a review. It is a result I show the next person.

The standard price is not set and I am not going to quote you one.

If you go on to have the system built with me, this fee comes off it. I am not putting a number for that on a web page for work I have not scoped yet.

I have no documented client result for pricing or scope work. None.

I could write you the paragraph. You have read those before. You have also spent more on programs than those paragraphs turned out to be worth.

So the first ten are priced at what an unproven thing is worth, and I am telling you which one it is rather than hoping you do not ask.

That is the same move you are buying. Price at conviction. Discount honestly for the gap. Say out loud which of the two you are doing.

On a call this July I was working out the price for a build. Twenty three minutes in, I said, I'll just throw a number out there. Two to three thousand for the project. Two to five hundred a month after that.

That is four numbers. A range, and a range on the range.

That deal never closed. Not because the price was too high. Because there was never a price.

I will run every session myself.

Carlos Boyd. Apex Resolution, Kansas City.

Navy, then Sprint, then the Federal Reserve. Twenty plus years in enterprise IT before any of this.

Then Salesforce consulting, 2021 to 2023, including turning business requirements into system design and implementation. Which is this, with a bigger logo on it.

MBA. Salesforce Certified Administrator and Sales Cloud Consultant. AI Consultant Certification.

I gave a talk called Price It. Phase It. Paper It. at the AI Insights Summit on September 19, 2026. This session is that talk, run on your deal instead of to a conference audience.