Defend your fees in the AI era

Do you have a ready answer when a client says AI could do your job?

With AI front of mind, clients are asking why they still pay for work a tool can do. If your fees are built on hours, every hour AI saves cuts your revenue.

Mark Wickersham, value pricing and AI expert, joins Tammy Hahn, VP of Product at Ignition, for a fireside chat on how to reframe your value and price for outcomes, not hours.

More clients are asking: "Why am I paying you when AI can do it?" Value pricing expert Mark Wickersham FCA and Tammy Hahn, VP of Product at Ignition, tackled that question head on. Here are five takeaways:

1. Stop charging for time. If you price by the hour, every efficiency gain cuts your fees. With AI, you'd be giving work away for free.

2. Sell the outcome, not the deliverable. Nobody frames a cash flow forecast on their wall. Clients pay for what it does for them: peace of mind, growth, or a problem avoided.

3. AI drafts, you judge. AI gets you 80 to 90% of the way there, but it still needs your review, context, and years of experience.

4. Give clients three options. Make the middle option what they want, priced 10 to 20% higher. Most clients choose it.

5. Be open about AI. Have an AI policy, use the right plan for client data, and get client permission in your engagement letters.

The full session also covers how to raise fees with clients who think AI should make things cheaper.