The Pricing Model Decision Table
Every way of pricing agency work fits one kind of firm and breaks in one predictable way, and the fix is always clearer positioning, not a different price model.
The mechanism
The chart is a table of six pricing models - hourly, fixed project, retainer, productized, value-based, and performance - with columns for who each fits, its built-in risk, and the positioning it needs. Reading down, the risks get milder and the positioning required gets stronger, until value-based and performance demand that the buyer already sees you as the obvious specialist. A highlighted row and note warn that most agencies jump to these models before that groundwork is in place, which is why it keeps failing. The pricing model isn't the lever; how clearly you're positioned is.
Part of Productization. How you package and price the work.