<aside> 📋 Frequency: Quarterly | Time: 45 min | Trigger: Mid-quarter, after QBR results

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Most solo practices run the same offer suite for years without examining whether it still matches client demand, market position, or the owner's capacity tolerance. Without a quarterly evaluation, you find out your pricing is stale only when you lose a proposal — and your offer structure is wrong only when you're overextended. This SOP gives you the read before that happens.

Prerequisites

• QBR complete: Quarterly Practice Health Check results for this quarter, including revenue by offer type and close rate data
• Your current offer documentation — scope, price points, and delivery structure for each active offer
• Notes on any pricing objections, scope creep patterns, or proposal losses from the past quarter
• Your current Ideal Client Profile (updated in the Ideal Client Profile Review if that SOP ran this quarter)

Procedure

1. Review QBR results by offer type. For each offer, note: total revenue, number of engagements, close rate, average scope relative to the SOW, and whether the work required more time than priced. This is your performance baseline.
2. Run the Pricing Review Analyzer skill with your current price points, utilization data, close rate by offer, and any pricing objections noted from the quarter. Review the output for realization rate analysis and recommended pricing adjustments.
3. Run the Offer Suite Designer skill with your current offer structure, the pricing analysis output, your updated Ideal Client Profile, and your revenue target for next quarter. Review the output for offer restructuring or consolidation recommendations.
4. Evaluate each recommendation against your capacity constraints. An offer that requires more delivery hours than you have available is not a growth lever — it's a liability. Filter recommendations through your actual bench time.
5. Decide on any changes: price adjustments, offer additions, scope tightening, or retirements. If a price increase applies, schedule the Fee Review and Adjustment SOP before the next proposal goes out. Update your offer documentation to reflect final decisions.

Expected Outcome

You'll have a documented evaluation of each offer's performance this quarter, a pricing review with specific adjustments identified, and updated offer documentation reflecting any structural or pricing changes — ready for the next proposal and the next Capacity Planning Review.

<aside> ⚠️ Common mistakes:

— Reviewing offers in isolation from capacity. Adding a new offer when you're already at utilization ceiling doesn't expand revenue — it breaks delivery. Offer decisions and capacity decisions are the same decision.

— Delaying price adjustments because they feel awkward. If your realization rate is consistently below target, the price is wrong — not your delivery. Every quarter you delay a warranted increase is a quarter of underpriced work that compounds into resentment.

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