# Price the Outcome and the End Date

Source: https://ivankamenken.com/outcome-pricing-agency-founders · Last updated 5 November 2026

You quoted a fixed fee for the outcome, the project is three weeks late, and the extra work is coming out of your margin. Ivanka Menken uses the Price-Cash-Confidence Chain inside Cash-Tight Growth Mentoring, a 6-month programme at AUD $1,500 per month ex GST, to price the end date with the outcome. You leave with a one-page commitment: the outcome, the fixed price, the end date, what happens if the date slips, and a change-request line.

## A fixed fee that keeps growing for free

- You quote fixed fees but leave the end date vague.
- Every delay turns into work you do not invoice.
- You cannot tell a real scope change from slow feedback.

**THE MOMENT:** The store was due to launch in week eight. It is week eleven. The client sent the product photos a month late, asked for two new pages and is still waiting on the payment provider. Your team keeps working on it, because the fee was fixed and nobody wrote down what happens when the date moves. The next project is starting on top of it.

### THE PROJECT, AS QUOTED

- Outcome: a new online store, launched
- Fixed fee: $24,000
- End date: "about two months"
- If the date slips: not written
- Change requests: handled in email

## Longer, more detailed proposals

In this case, the founder ran an eight-person ecommerce agency at about $1.1m revenue and had moved from hourly retainers to fixed fees for outcomes. The obvious fix for late projects was a longer proposal with every deliverable listed. The proposals grew to twelve pages, and projects still ran weeks past the date, because nothing said what happened when they did.

## A price and a scope, and no date the client could see

Ivanka noticed every proposal named the outcome and the fee, and none named an end date the client had agreed to or a consequence if it slipped. When the client was late with content, the agency absorbed it. When the agency was late, nothing happened either. The timing risk sat entirely with the founder.

## An outcome priced without its date

The real problem was pricing the outcome without pricing the date. A fixed fee only protects margin when the time it covers is fixed too, and both sides know what happens if it moves.
The reframe: an outcome price has four parts, not two. The outcome, the fee, the end date, and the consequence if the date slips, for either side. Add one line that separates a real change of scope, which is priced, from drift, which moves the date.

> A fixed fee only protects margin when the date is fixed too.

**The cost of staying stuck:** Every week past the end date is unpaid delivery, a later start for the next client, and cash that arrives after payroll instead of before it.

## The tool: Price-Cash-Confidence Chain

The Price-Cash-Confidence Chain is how Cash-Tight Growth Mentoring tests a price against cash before it goes to a client. For an outcome price, the chain adds the end date and the consequence of missing it, so the fee, the timing and the cash all line up on one page.

It is one page in five links: the outcome in a sentence, the fixed price, the end date both sides agree, the consequence if the date slips (client late: the date moves and the next stage invoices on schedule; agency late: a stated credit on the final invoice), and a change-request line that prices new scope separately.

It replaces twelve-page proposals, open-ended launch dates, and change requests settled in email after the work is done.

### What goes on the page

1. The outcome: a new online store, launched and taking orders
2. The price: $24,000, fixed, in three stage invoices
3. The end date: week 8, agreed in writing
4. If the client is late: the date moves, the stage invoice does not
5. If the agency is late: a stated credit on the final invoice
6. New scope: priced separately on a change request before work starts

It sits inside Cash-Tight Growth Mentoring, next to the monthly five-number scorecard, because late projects show up as cash that arrives after payroll. Ivanka does not write contracts or give legal advice; the founder takes the final wording to their lawyer. There is no separate checkout.

## From a fixed fee to a priced date

In the session, Ivanka asked the founder to bring the latest late project and read out what the proposal said about timing. Then she asked what each week past the date had cost in team hours and when the final invoice would now land. Together they rewrote the next proposal on one page: outcome, price, end date, the consequence for either side, and a change-request line.

### The questions

- What outcome is the client paying for?
- What date did both of you agree?
- What happens when the client is late?
- What happens when you are late?
- How does a new request get priced?

### THE FOUR-STEP LOOP

1. The one thing: A fixed fee with no fixed date.
2. The numbers: $24,000, week 8, three stage invoices, one stated credit.
3. The story: Why a longer proposal did not stop the drift.
4. The commitment: The next proposal on one page, with the date and the consequence.

Before the next session, the founder sent the next proposal in the one-page form, walked the client through the end date and the change-request line on the call, and brought the client response to the scorecard.

## Projects that finish on the date they were priced for

By month 6, every outcome is quoted on one page with its end date and the consequence of missing it, change requests are priced before the work starts, and the scorecard shows when each project cash lands.

**BEFORE**

- Fixed fees with vague end dates.
- Delays absorbed as unpaid work.
- Scope changes settled in email.
- Final invoices landing weeks late.

**BY MONTH 6**

- An end date on every quote.
- A stated consequence, for either side.
- New scope priced before it starts.
- Stage invoices on a schedule.

The programme is the container: 12 fortnightly 60-minute sessions, a monthly scorecard, and reviews at month 3 and month 6.

## Put the date on the next quote

Ivanka Menken built Cash-Tight Growth Mentoring for founders of $500K to $3M businesses that are growing while cash tightens. An outcome price with no end date hands the timing risk to you, and late projects turn into cash that arrives after payroll.
This fits if you sell fixed-fee outcomes and projects keep running past their dates. It does not fit if you want contracts drafted or a project manager supplied. The decision in front of you is one proposal. Write the end date and what happens if it slips, before you send it.

> During our sessions Ivanka isn’t just talking theory. She is sharing her own lived experiences.
>
> Business owner

## Who fits, and who does not

### It fits

- You run an agency or studio on fixed fees.
- Projects often run past their dates.
- Change requests arrive mid-project and go unpriced.
- You will rewrite one proposal on one page.

### It does not fit

- You want contracts or terms drafted for you.
- You bill purely by the hour and plan to stay there.
- You want a project manager supplied.
- You want legal advice on penalties.

### Investment

**AUD $1,500 per month ex GST, 6 months.** The Price-Cash-Confidence Chain is part of Cash-Tight Growth Mentoring, a 6-month 1:1 programme at AUD $1,500 per month ex GST. It is not sold separately.

Included:

- 12 fortnightly 60-minute sessions
- The monthly five-number scorecard
- Reviews at month 3 and month 6
- The Price-Cash-Confidence Chain for your next proposal

Three founding places in total, shared across all 1:1 mentoring, are available at AUD $1,000/month ex GST, in return for honest monthly feedback and a testimonial, which can be anonymous.

- [Join Cash-Tight Growth Mentoring, AUD $1,500/mo, 6 months](https://buy.stripe.com/eVq4gzdKgekN6pcbIcdQQ0t?utm_source=ivankamenken&utm_medium=showcase&utm_campaign=outcome-pricing-agency-founders)
- [Book a 20-minute intro call](https://theartofservice.zohobookings.com.au/?utm_source=ivankamenken&utm_medium=showcase&utm_campaign=outcome-pricing-agency-founders#/15606000001356030)
- [See the Cash-Tight Growth Mentoring programme](https://ivankamenken.com/cash-tight-growing-founder)

## Questions about Price-Cash-Confidence Chain

### How do I price an outcome instead of hours?

Write four things on one page: the outcome in a sentence, the fixed fee, the end date both sides agree, and what happens if that date slips. Without the date, a fixed fee quietly turns into unlimited hours. Ivanka Menken builds that page with you inside Cash-Tight Growth Mentoring, 6 months at AUD $1,500 per month ex GST, and tests it against your cash.

### What should happen when a client delays a fixed-fee project?

Agree it before the work starts. A common pattern is that the end date moves while the stage invoice stays on schedule, so your cash does not wait for their content. Write it on the quote and say it on the first call. Ivanka Menken works on that line inside Cash-Tight Growth Mentoring, 6 months at AUD $1,500 per month ex GST. Your lawyer checks the final wording.

### How do I separate scope changes from drift?

Add one change-request line to the quote. New work the client asks for is priced and agreed before it starts. Slow feedback or late content is not new scope; it moves the date. That single line stops most unpaid work. Ivanka Menken writes it with you inside Cash-Tight Growth Mentoring, 6 months at AUD $1,500 per month ex GST, alongside your next proposal.

### Is this legal advice on contract penalties?

No. Ivanka Menken helps you decide the commercial terms, the end date and the consequence for either side, and how to say them to a client. The wording that goes into a contract is for your lawyer. That work sits inside Cash-Tight Growth Mentoring, 6 months at AUD $1,500 per month ex GST, next to the monthly scorecard.


## Price the date with the outcome

If your fixed fees keep growing into unpaid weeks, start with Cash-Tight Growth Mentoring. The Price-Cash-Confidence Chain is inside it, and the 20-minute intro call is where you can see whether the programme fits.

- [Join Cash-Tight Growth Mentoring, AUD $1,500/mo, 6 months](https://buy.stripe.com/eVq4gzdKgekN6pcbIcdQQ0t?utm_source=ivankamenken&utm_medium=showcase&utm_campaign=outcome-pricing-agency-founders)
- [Book a 20-minute intro call](https://theartofservice.zohobookings.com.au/?utm_source=ivankamenken&utm_medium=showcase&utm_campaign=outcome-pricing-agency-founders#/15606000001356030)
- [See the Cash-Tight Growth Mentoring programme](https://ivankamenken.com/cash-tight-growing-founder)
- [Price your partner event before the split](https://ivankamenken.com/price-partner-event)
- [Put a triple rate on rush work](https://ivankamenken.com/triple-rush-fee-rule)
- [The Cash-Tight Growth Mentoring programme](https://ivankamenken.com/cash-tight-growing-founder)

- Every way to work with Ivanka: https://ivankamenken.com/work-with-ivanka