04 — Pricing Model
Audience: Account Executives, Finance, Delivery Lead Use: The formula every quote starts from. Not negotiable without sign-off.
Pricing principle
We price the engagement (12-week hybrid), not the modality. Buyers cannot cherry-pick line items — that's how anti-pattern engagements (workshop-only, nudge-only) creep in. The unit of sale is a cohort.
Formula
engagement_price = base_engagement_fee
+ (per_participant_fee × participants)
+ (additional_cohort_fee × (cohorts - 1))
+ complexity_uplift
- volume_discount
Components
Base engagement fee — £18,000
Covers: Account Manager, Delivery Lead oversight, dashboard provisioning, board report compilation, kickoff + 2 sponsor walkthroughs + Week 12 retro.
Fixed regardless of cohort size. This is the fee floor for any engagement.
Per-participant fee — £900
Covers per-participant: workshop seat (proportional), 4 × 45-min coaching sessions, nudge sequence, pulse instrument, anonymised data processing.
Applied to the invited count, not the attended count — we resource for everyone invited.
Floor: 15 participants per cohort. Below that, anonymisation breaks (Sprint 5 §04 n≥5 rule) and cohort dynamics fail. Ceiling per cohort: 30 participants. Above 30, split into two cohorts (additional_cohort_fee applies).
Additional cohort fee — £6,000 per extra cohort
Covers: additional workshop delivery, additional coach matching, additional sponsor touchpoints. Discounted from base because shared overhead.
Complexity uplift
Apply ONE of the following, never stack. Pick the highest-applicable.
| Trigger | Uplift |
|---|---|
| Multi-site (3+ physical locations requiring in-person workshops) | +£4,000 |
| Out-of-hours delivery (shift workers — evenings, weekends) | +£3,000 per cohort |
| Bespoke curriculum element (e.g. sector-specific scenarios beyond Sprints 1-4) | +£5,000, requires Delivery Lead sign-off |
| Welsh / bilingual delivery | +£4,500 per cohort |
| Procurement-mandated KPI reporting beyond Sprint 5 §04 dashboard | +£2,500 |
Volume discount
| Scenario | Discount |
|---|---|
| 3+ cohorts in same engagement, same start window | 5% off cohort fees (not base) |
| 12-month multi-engagement commitment, signed | 10% off total (requires Sales Lead sign-off) |
| Reference client (logo + case study rights) | 5% off, requires marketing sign-off |
Discounts do not stack with each other. Pick the most favourable to client.
Worked examples
Example A — Small single cohort
- 1 cohort, 20 participants, single site, no complexity.
- £18,000 + (£900 × 20) + £0 + £0 - £0 = £36,000
Example B — Mid-size multi-cohort
- 3 cohorts of 25 each, same start window, single site, no complexity.
- £18,000 + (£900 × 75) + (£6,000 × 2) + £0 - (5% of £93,000 cohort portion)
- = £18,000 + £67,500 + £12,000 - £4,650 = £92,850
Example C — Complex single cohort
- 1 cohort, 28 participants, shift workers (out-of-hours), bespoke scenarios.
- £18,000 + (£900 × 28) + £0 + £5,000 (bespoke — highest uplift) - £0 = £48,200
- Note: out-of-hours uplift NOT added — only the highest single uplift applies.
Example D — Annual programme
- 4 cohorts over 12 months, 25 each, single site, signed multi-engagement.
- £18,000 + (£900 × 100) + (£6,000 × 3) + £0 - (10% of £126,000)
- = £18,000 + £90,000 + £18,000 - £12,600 = £113,400
Pricing floor (absolute)
| Engagement type | Floor |
|---|---|
| Single cohort, minimum size (15 ppts) | £31,500 |
| Any quote below £25,000 | Decline (ICP §01) |
| Discount taking quote below floor | Requires Delivery Lead and Sales Lead written sign-off |
What's NOT included (charged separately or out of scope)
- Translation beyond Welsh (case-by-case)
- Travel to remote sites outside mainland UK (at cost + 10%)
- Re-running cohorts where >40% drop out due to client-side factors (org restructure, etc.) — handled via change order
- Bespoke integrations with client HRIS beyond standard CSV ingest
What IS included (do not unbundle, do not charge extra)
- Dashboard access for sponsor + exec sponsor
- Board report PDF (Sprint 3 §03)
- Manager pocket cards (Sprint 1 §03) digital + 50 printed per cohort
- Day-30 pulse instrument + analysis
- All facilitator materials and participant workbooks
- 1 reasonable revision of the board report post-delivery
Quoting workflow
- Run the calculator (§05).
- If within standard pricing → AE issues proposal directly.
- If complexity uplift OR discount applied → AE drafts, Delivery Lead reviews within 24h.
- If below floor → Delivery Lead + Sales Lead sign-off in writing; logged in CRM with reason.
Annual review
This pricing model is reviewed every January. Mid-year changes require Sales Lead + CFO sign-off. AEs notified via #sales-pipeline.