INSIDE CLARITY SHIFT MASTERMIND
Price the Room, Not the Seat
You run small-group workshops at one price, and the next one could take twice the people. Ivanka Menken uses Room-Size Pricing inside Clarity Shift Mastermind, a 10-month peer group at AUD $2,000 per month ex GST, to price the whole room from how many people are in it and what access each of them gets. You leave with a room-size price ladder, one room size to test, and the anchor decision you bring to the group.
Room-Size Pricing is a tool inside the programme, not a separate product.
AN EXAMPLE WORKSHOP BUSINESS
One price per seat. The room was about to double.
- THE OLD PRICEthe same for 8 people or 20$900 a seat
- THE LADDEReach with its own access and room price4 room sizes
- THE TEST12 seats, run once, then reviewed1 room
THE RULE
“The room size is set first. The price follows the room, never the gaps in it.”
Your rooms and prices will be your own.
SOUND FAMILIAR?
More people want in, and the price stays the same
- 01You charge one price per seat whatever the size of the room.
- 02You are tempted to cut the price to fill the last few seats.
- 03You cannot say what a smaller room is worth to the people in it.
THE WORKSHOP, AS IT STANDS
- Seat price: $900, set once
- Room size: whoever books
- Access per person: the same at 8 or 20
- Last-minute seats: tempted to cut the price
- Price for the whole room: never written down
The seat had a price. The room did not.
THE EXAMPLE CASE
The founder who priced the seat and gave away the room
01
THE MOMENT
Twenty seats at an eight-seat price
The next workshop has eight bookings and a waiting list. Someone suggests opening it to twenty. You do the sums on one seat price and it looks like more money. Then you picture twenty people around a table built for eight, the questions you will not get to, and the follow-up calls you promised everyone.
02
WHAT THEY HAD TRIED
A lower price to fill the room
In this case, the founder ran a small consulting business that sold strategy workshops, about $1m a year, with one facilitator and a part-time coordinator. Every workshop cost $900 a seat. When the rooms grew, the obvious fix was to drop the price for late bookings to fill the last seats. It filled them, and the people who had paid full price got less time with the founder than anyone.
03
WHAT IVANKA NOTICED
A capacity question that was really a price
Ivanka noticed the founder talked about the room as a capacity problem, how many chairs, when it was a pricing decision. What people paid for was access: time with the founder, a turn at the whiteboard, a follow-up call. That access shrank with every extra seat, and the price never moved to match it.
THE DIAGNOSIS
A price with no room-size logic
The real problem was that the price had no attendee-count logic, so the founder could not say what any room was worth. One seat price made a room of six and a room of thirty look like the same product.
The reframe: price the room, not the seat. Decide the room size first, write what each person gets at that size, and set one whole-room price from it. A smaller room with more access is a different offer at a higher price per person, and a big room is a different offer too.
Price the room, not the seat.
THE COST OF STAYING STUCK
Every seat added at the same price takes access from the people already booked, and every late cut teaches the next room to wait.
THE TOOL
Room-Size Pricing, for one workshop business
Room-Size Pricing is how Clarity Shift Mastermind turns a seat price into a room decision. The founder writes a short ladder of room sizes, what each person gets at each size, and one whole-room price for each, then brings one size to the group as the anchor decision to test.
Tap a part. The rooms and prices are an example; your ladder will be your own.
Room-Size Pricing · a framework by Ivanka Menken
What it is
It is one ladder on one page: four room sizes from six seats to thirty, the access each seat gets at that size (time with the facilitator, a turn on their own problem, a follow-up call), and a whole-room price beside each. One rung is marked as the next room to run.
What it replaces
It replaces a single seat price, late discounts to fill the last chairs, and the habit of letting the booking list decide what the workshop is.
It sits inside Clarity Shift Mastermind, where one founder takes the Anchor Seat each month and brings one decision to eight peers. The room tests the ladder against their own experience of buying and running rooms. It is a peer group, not a pricing consultancy, and there is no separate checkout.
THE LADDER, AS WRITTEN (EXAMPLE)
- 016 seats: a turn each on your own problem, two follow-up calls, $9,000 for the room
- 0212 seats: a turn each, one follow-up call, $12,000 for the room
- 0320 seats: small-group work, a recording, $14,000 for the room
- 0430 seats: a talk and a workbook, $15,000 for the room
- 05The next room: 12 seats, run once, reviewed at the next session
- 06No late price cuts on any rung
HOW IVANKA WORKED WITH THEM
From one seat price to a room ladder
In the session, the founder took the Anchor Seat and brought one question: should the next workshop take twenty people? Ivanka asked what each person got at eight and what they would get at twenty, then asked the group what they had paid for rooms of each size. Together they wrote four rungs with access and a whole-room price. The founder left with the ladder and one room size to test.
THE ROOM, AS WRITTEN
- Room size
- Set before the booking page opens.
- Access
- What each person gets at this size, in one line.
- Room price
- One whole-room figure, divided into seats afterwards.
- The test
- One room run at this rung, then reviewed with the group.
- Review
- At the next monthly session
Your ladder will be your own.
THE FOUR-STEP LOOP
- 1The one thingA seat price that ignored the room.
- 2The numbersFour room sizes, the access at each, one whole-room price.
- 3The storyWhy filling the last seats cost the first ones.
- 4The commitmentOne room size run once, then brought back to the group.
THE QUESTIONS
- What does each person get in a room of eight?
- What do they lose at twenty?
- What would you pay for a room of six with your own turn?
- Which room size do you want to be known for?
- What will you not cut to fill a seat?
Before the next session, the founder ran one twelve-seat room at the ladder price, kept the follow-up call for everyone, and brought the bookings and the feedback back to the group.
WHAT CHANGED
Rooms sold by size, not by the chair
By month 10, every workshop is sold at a room size chosen first, the access at each size is written on the booking page, and the price no longer moves to fill the last seats.
BEFORE
- One seat price for every room.
- Late cuts to fill the last chairs.
- Less access for the people who paid first.
- No idea what a smaller room was worth.
BY MONTH 10
- A ladder of four room sizes.
- A whole-room price for each.
- Access written for every seat.
- One room tested, then the next.
THE 10 MONTHS
- 1Room
- 2Room + 1:1
- 3Room + 1:1
- 4Room
- 5Room + 1:1
- 6Room + 1:1
- 7Room
- 8Room + 1:1
- 9Room + 1:1
- 10Room
The container: 10 months of monthly two-hour group sessions with eight founders, plus two 1:1 check-ins each quarter.
ILLUSTRATIVE RESULT
In this case, the founder ran the next workshop as a twelve-seat room at the ladder price, kept the follow-up call for everyone, and stopped cutting the price for late bookings. The question of how many people to let in was answered before the booking page opened.
WHAT THIS MEANS FOR YOU
Set the room before the next booking page
Ivanka Menken chairs Clarity Shift Mastermind for founders of A$1M to A$10M businesses who want a room of peers to test a decision against. A seat price with no room logic makes every workshop look the same and pushes you to fill chairs instead of setting what each one is worth.
This fits if you run workshops, seminars or group programmes and the room size is about to change. It does not fit if you want someone to set your prices for you or sell your seats. The decision in front of you is one room size. Write the ladder and test one rung.
“Helps founders lead with clarity and integrity by modelling vulnerability, emotional intelligence, and grounded decision-making. Creates an environment where leaders can openly explore challenges and grow without fear of judgement.”
R.W., founder
WHO IT IS FOR
It fits
- You run paid workshops, seminars or group sessions.
- You charge one price whatever the room size.
- You are deciding whether to let more people in.
- You will bring one pricing decision to a peer group.
It does not fit
- You want your prices set for you.
- You want marketing or ticket sales done for you.
- You run free events only.
- You want a one-off pricing workshop rather than a peer group.
THE INVESTMENT
AUD $2,000
per month ex GST
10 months · 10 monthly group sessions
The Room-Size Pricing is part of Clarity Shift Mastermind, a 10-month peer programme at AUD $2,000 per month ex GST. It is not sold separately.
- 10 monthly two-hour group sessions
- Two 1:1 check-ins each quarter
- The Anchor Seat for your own decision
- Room-Size Pricing for your workshops
Room-Size Pricing is part of the programme. It is not sold separately.
FREQUENTLY ASKED
Questions about pricing a workshop room
How should I price a workshop or seminar?
Start from the room, not the seat. Choose the room size, write what each person gets at that size, then set one whole-room price and divide it into seats afterwards. A room of six with a turn each is a different offer from a room of thirty. Ivanka Menken works through that ladder inside Clarity Shift Mastermind, 10 months at AUD $2,000 per month ex GST.
Should I let more people into my workshop?
Only if the price and the access change with the room. Each extra seat at the same price takes time from the people already booked. Write what the larger room gives each person, set its whole-room price, and decide before the booking page opens. Ivanka Menken tests that decision with the group inside Clarity Shift Mastermind, 10 months at AUD $2,000 per month ex GST.
Is it a good idea to cut the price to fill the last seats?
It usually costs more than it brings in. The people who paid full price get less time, and the next room learns to wait for the cut. Set the room size first and price the room, so there are no empty seats to discount. Ivanka Menken works on that anchor decision inside Clarity Shift Mastermind, 10 months at AUD $2,000 per month ex GST.
How does Room-Size Pricing fit Clarity Shift Mastermind?
It is one of the decisions a founder can bring to the Anchor Seat. You arrive with your current price and room, the group questions the access and the numbers, and you leave with a ladder and one room to test. Ivanka Menken chairs the group of eight founders in Clarity Shift Mastermind, 10 months at AUD $2,000 per month ex GST.
Price the next room first
If more people want into your workshops and the price has never moved with the room, bring that decision to Clarity Shift Mastermind. Room-Size Pricing is inside it, and the 20-minute intro call is where you can see whether the group fits.
Not ticket sales, event management or prices set for you.