It’s Will here from Trusted Advisor Network, and I wanna talk about something that a lot of smart, experienced business people run into the moment they try to turn what they know into something they can sell.

You’ve probably got a strong background—maybe you’ve managed teams, run businesses, built stuff from the ground up, or helped companies through big changes. And now you’re looking at business advisory and thinking:

“I know this could help other business owners—so how do I package it up in a way that actually makes sense… and makes money?”

That’s where pricing comes in. And to be honest, it’s one of those things that sounds a bit boring on the surface—but once you get it right, it completely changes the game.

So let’s talk through it.
There are four main pricing models I see all the time in the business advisory space. Let’s break ‘em down.

1. Hourly or Day Rate

This one’s the default.
You set a rate—maybe $200, $300 an hour. Maybe $1K to $2K a day. You go in, you do the work, you get paid.

It’s simple, and it’s easy for clients to understand. But here’s the problem:
When the job’s done, the money stops.

You’ve gotta be in the room, doing the thing, to get paid.
Which means no leverage, no compounding, and no time to breathe.

It’s a short-term fix that doesn’t build a long-term business.

2. Project-Based Pricing

The next one is charging per project.
You sit down with the client, scope out what they need, set a fixed fee, and deliver the result.

It’s tidy. Everyone knows what they’re getting. But it comes with the same issue as hourly work:

Once the project’s done, you’re back to square one.

You get stuck in the cycle of doing the work → chasing the next gig → doing the work again.
It’s busy. It’s draining. And it doesn’t leave much room to grow.

3. Courses and One-Off Programs

This one’s a favourite for people who want more leverage.
You take what you know, you turn it into a course, and you sell it as a product.

Clients like it because it’s structured. They can see exactly what they’re getting.

But here’s the catch:
It still ends.

Whether it’s a 6-week course or a self-paced program, at some point, the delivery wraps up—and you’re back to finding the next batch of clients.
So again, you’re not building continuity. You’re just resetting the clock.

4. Retainers and Continuity Programs

Now this is where things start to click.

Instead of short-term projects or one-off courses, you build a long-term relationship.
You set up a program where the client pays a fixed amount every month—not for a single deliverable, but for ongoing support, accountability, and real results over time.

Here’s why that matters:

• You’re not starting from scratch each month

• You can plan your income

• And your clients get better outcomes because you’re there to help them implement, adapt, and stay on track

This is where you move from being a consultant-for-hire to being their go-to partner.

And the numbers stack up fast.

If you’ve got four clients on retainers worth $25K a year, that’s a $100K advisory business.
Double it? $200K.
And you’re still working with a small, manageable group of clients that you actually like.

So What’s the Best Fit?

Depends on what you want to build.
If you’re after flexibility, leverage, long-term relationships and real impact—retainers are the way to go.

But whichever model you use, just make sure you’re not underselling your experience.
You’ve got decades of know-how. You’ve done the hard yards. Price it in a way that reflects the value—not just the time.