ISSUE №6 · TUESDAY, JUNE 9th, 2026
You may have heard me talk about this during my presentation about pricing at the Tax Retreat last week. The audience had a lot of good questions and we had a really good time exploring this, so I thought I’d share my thoughts with you too!
You may love it, and that is completely fine, but I think I'm kind of sick of the bronze, silver, gold packaging... it's hard to think outside the box sometimes for us. We’re rule followers, after all. When we hear bronze, silver, gold, we think, “Man, I have to make this work and I have to differentiate three different service levels,” but sometimes it really feels forced to figure out three different tiers. So allow me to blow your mind… what if it were okay to have TWO tiers instead of three? Wild, I know.
Something more like this:
Tax — "Talk once a year" (compliance only) vs. "Talk more than once a year" (compliance + planning/support all year).
Bookkeeping — "Tax-ready books" (they’ve never once opened the financials delivered to them, and you know it) vs. "Business-ready books" (they actually read their financials to make business decisions).
Pick a base fee for each. Bump it up for complexity. That's the whole pricing system.
The script is really simple:
“We offer two ways to work together. Here's what each one is, and here's which one I'd recommend for where you are.”
I like this because I found that many of the differentiators between the three tiers were unrealistic to track. I’d find myself in situations where I wanted to respond to an email, but couldn’t remember which tier the client was in to determine the allowed response time. This felt silly.
Make the framework yours. Two tiers, three, or something in between, you have my permission to shape your packages around your firm instead of the other way around. Here’s a tool I made to help with this: thereframe.co/tools/tier-builder
The boundary is the service.
— Rebecca
Got a boundary you wish you could hold?
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