Pricing in Services — Why the Hourly Rate Is Hurting You

MBA-band pricing-transformation lab. Vega Asociados (28-lawyer Costarian law firm) has watched realisation fall from 92% to 78% as best clients underpay and worst clients overpay. As the Costa Consulting Partners pricing team, diagnose the four pathologies of the hourly rate, design a productised pricing portfolio (productised SKUs, subscription retainers, hybrid base-plus-success) with scope discipline and parallel partner-comp realignment, and defend the recommendation to the Executive Committee with a conservatively-realistic +8 to +12 pp realisation recovery commitment.