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solanasis-pricing-bands-intake-worksheet

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Solanasis Pricing Bands Intake Worksheet

Use this worksheet to define pricing bands for Solanasis offerings in a way that is grounded, productized, and easy to turn into client-facing packages.

How to use this worksheet

  • Fill this out for the offers you want priced first.
  • Be honest about effort, scope, and your minimum profitable floor.
  • Rough answers are fine. This does not need to be perfect.
  • Add notes wherever useful.
  • Re-upload the completed file, and I will turn it into:
    • pricing bands per offer
    • tier names
    • what goes in each tier
    • what should be an add-on
    • what should stay custom-quoted
    • where you may be underpricing or overcomplicating things

Section 1 — Target client profile

Primary buyer

Choose one or more, then add notes.

  • SMB Owner / CEO
  • COO / Operations Lead
  • IT Manager / Internal Tech Lead
  • Nonprofit Executive Director
  • Board / Compliance Buyer
  • Other:

Notes:

Sweet-spot client size

Choose one or more.

  • 10–49 employees
  • 50–149 employees
  • 150–500 employees
  • Nonprofits by budget instead of headcount
  • Other:

Notes:

Target industries

Examples: nonprofits, professional services, healthcare-adjacent, light manufacturing, agencies, multi-location SMBs, etc.

Industries:

Geography

Examples: Boulder/Denver, Colorado, Mountain West, U.S. remote, etc.

Geography:

Organization type

  • SMB
  • Nonprofit
  • Both

Notes:

Section 2 — Which offers should be priced first?

Check the ones you want priced now.

  • Security Assessment
  • Disaster Recovery Verification
  • Data Migrations
  • CRM Setup
  • Systems Integration / Automation
  • Responsible AI Implementation
  • vCIO / vCISO / Operational Resilience Retainer
  • Other:

Priority order: 1. 2. 3. 4.

Notes:

Section 3 — Packaging preference

How productized do you want this to be?

Choose one.

  • Mostly fixed packages
  • Hybrid: package + add-ons
  • Mostly custom proposals

Notes:

What pricing structure do you want?

Choose one.

  • Good / Better / Best
  • Lite / Standard / Premium
  • Fixed-fee starter + custom expansion
  • Monthly retainer tiers
  • Combination of the above

Notes:

Revenue preference

Choose one.

  • One-time projects that lead into retainers
  • Mostly recurring retainers
  • Mostly project work
  • Mixed

Notes:

Section 4 — Offer-by-offer intake

Copy this section for each offer you want priced.

Offer 1

Offer name

1) What is the outcome the client is buying?

Do not describe the service category only. Describe the actual result.

Examples:

  • Identify the biggest security gaps and prioritize fixes.
  • Prove backups and recovery actually work.
  • Move from one CRM to another without chaos.
  • Reduce tool sprawl and operational drag.
  • Put safe AI guardrails in place for staff.

Answer:

Notes:

2) What is included in the base deliverable?

Check what applies and add specifics.

  • Discovery interviews
  • Systems inventory
  • Security/config review
  • Policy review
  • Technical testing / validation
  • Findings report
  • Prioritized roadmap
  • Executive summary
  • Workshop / review meeting
  • Staff training
  • Retest / validation pass
  • Implementation help
  • Other:

Base deliverable details:

Notes:

3) What is excluded unless upgraded?

This is where scope control matters.

Examples:

  • Remediation work
  • After-hours work
  • Vendor coordination
  • Policy drafting
  • Tooling/software costs
  • Board presentation
  • Multiple sites or locations
  • Multiple migration waves
  • Ongoing support

Excluded from base package:

Notes:

4) What assumptions define the base scope?

Examples:

  • One location
  • Up to 50 employees
  • Up to 10 systems reviewed
  • One migration wave
  • One workshop session
  • Remote only

Scope assumptions:

Notes:

5) Estimated effort

Even rough numbers are enough.

  • Prep / discovery hours:
  • Execution hours:
  • Reporting / documentation hours:
  • Meetings hours:
  • Follow-up hours:
  • Total estimated hours:

Notes:

6) Delivery model

  • Mostly me:
  • Contractor-supported:
  • Which parts could contractors handle?:
  • Any hard costs / software costs?:

Notes:

7) Typical timeline

Examples: 1 week, 2–3 weeks, 30 days, etc.

Timeline:

Notes:

8) Buyer urgency / pain level

How urgent is this problem usually?

  • Low urgency
  • Moderate urgency
  • High urgency
  • Emergency / reactive

Why?:

9) Proof / credibility you can bring to this offer

Examples:

  • Prior wins
  • Relevant experience under old company
  • Partner credibility
  • Certifications
  • Testimonials
  • Strong process / methodology even if brand is new

Proof points:

Notes:

10) Pricing floor

Be honest.

  • I would feel annoyed doing this for less than: $
  • I cannot do this profitably below: $

Why?:

11) Any comparable market pricing you have seen?

Optional. Even rough impressions help.

Comparable pricing / references:

Notes:

12) Add-ons you think may belong outside the base package

Examples:

  • Remediation sprint
  • Additional workshop
  • Extra business unit or site
  • Staff training session
  • Additional migration wave
  • Board presentation
  • Policy drafting
  • Ongoing monitoring

Possible add-ons:

Notes:

13) Your instincts

What do you suspect this should cost, even if you are unsure?

My rough gut pricing idea:

My concerns / uncertainties:

Offer 2

Offer name

1) What is the outcome the client is buying?

Answer:

Notes:

2) What is included in the base deliverable?

  • Discovery interviews
  • Systems inventory
  • Security/config review
  • Policy review
  • Technical testing / validation
  • Findings report
  • Prioritized roadmap
  • Executive summary
  • Workshop / review meeting
  • Staff training
  • Retest / validation pass
  • Implementation help
  • Other:

Base deliverable details:

Notes:

3) What is excluded unless upgraded?

Excluded from base package:

Notes:

4) What assumptions define the base scope?

Scope assumptions:

Notes:

5) Estimated effort

  • Prep / discovery hours:
  • Execution hours:
  • Reporting / documentation hours:
  • Meetings hours:
  • Follow-up hours:
  • Total estimated hours:

Notes:

6) Delivery model

  • Mostly me:
  • Contractor-supported:
  • Which parts could contractors handle?:
  • Any hard costs / software costs?:

Notes:

7) Typical timeline

Timeline:

Notes:

8) Buyer urgency / pain level

  • Low urgency
  • Moderate urgency
  • High urgency
  • Emergency / reactive

Why?:

9) Proof / credibility you can bring to this offer

Proof points:

Notes:

10) Pricing floor

  • I would feel annoyed doing this for less than: $
  • I cannot do this profitably below: $

Why?:

11) Any comparable market pricing you have seen?

Comparable pricing / references:

Notes:

12) Add-ons you think may belong outside the base package

Possible add-ons:

Notes:

13) Your instincts

My rough gut pricing idea:

My concerns / uncertainties:

Offer 3

Offer name

1) What is the outcome the client is buying?

Answer:

Notes:

2) What is included in the base deliverable?

  • Discovery interviews
  • Systems inventory
  • Security/config review
  • Policy review
  • Technical testing / validation
  • Findings report
  • Prioritized roadmap
  • Executive summary
  • Workshop / review meeting
  • Staff training
  • Retest / validation pass
  • Implementation help
  • Other:

Base deliverable details:

Notes:

3) What is excluded unless upgraded?

Excluded from base package:

Notes:

4) What assumptions define the base scope?

Scope assumptions:

Notes:

5) Estimated effort

  • Prep / discovery hours:
  • Execution hours:
  • Reporting / documentation hours:
  • Meetings hours:
  • Follow-up hours:
  • Total estimated hours:

Notes:

6) Delivery model

  • Mostly me:
  • Contractor-supported:
  • Which parts could contractors handle?:
  • Any hard costs / software costs?:

Notes:

7) Typical timeline

Timeline:

Notes:

8) Buyer urgency / pain level

  • Low urgency
  • Moderate urgency
  • High urgency
  • Emergency / reactive

Why?:

9) Proof / credibility you can bring to this offer

Proof points:

Notes:

10) Pricing floor

  • I would feel annoyed doing this for less than: $
  • I cannot do this profitably below: $

Why?:

11) Any comparable market pricing you have seen?

Comparable pricing / references:

Notes:

12) Add-ons you think may belong outside the base package

Possible add-ons:

Notes:

13) Your instincts

My rough gut pricing idea:

My concerns / uncertainties:

Section 5 — Strategic notes across all offers

Which offers feel easiest to sell quickly?

Which offers feel easiest to deliver profitably?

Which offers create the best path into a retainer?

Which offers are at highest risk of scope creep?

Which offers probably need custom quotes instead of fixed packages?

What do you want Solanasis to become known for first?

Additional notes

My current recommendation to evaluate first

These are often the cleanest early offers to package:

  1. Security Assessment
  2. Disaster Recovery Verification
  3. Responsible AI Guardrails / Policy + Workflow Package
  4. Operational Resilience Retainer

That does not mean they must be your final focus. It means they are often easier to define, price, and sell without getting trapped in mushy scope.

After you re-upload this

I will turn your answers into:

  • pricing bands per offer
  • suggested tier names
  • included vs excluded items
  • recommended add-ons
  • where to use fixed-fee vs custom quoting
  • where to anchor higher
  • where your likely floor should be
  • which package structure best fits Solanasis right now

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