3 Option Pricing Tables Part II: Elements & Examples

In this episode of Breaking Biz Dev, John and Mark go deep into the mechanics of three option pricing tables—how to actually build and present them in professional services.They walk through several practical frameworks for structuring options, including levels of involvement, entree engagements, compensation models, and payment structures. Along the way, they unpack the pros, cons, and real-world tradeoffs of each approach.The conversation also dives into decision psychology—why multiple smaller decisions are easier than one big one, how anchoring works, and why the “middle option” isn’t always the recommended path.On the tactical side, they cover how to name your options, design tables for clarity, and clearly communicate what’s included (and excluded). They also emphasize the importance of presenting these options live in conversation rather than sending them over email.The episode wraps with a powerful insight: when done right, these tables shift the dynamic—clients stop resisting and start collaborating, often leaning in to shape the solution themselves.If you’re looking to make your pricing conversations more effective, structured, and client-centered, this episode delivers a practical blueprint.CHAPTERS00:00 Recap and Setup01:58 Why Tables Work02:43 Level of Involvement03:34 Pros and Cons05:43 Entree Engagement08:07 Decision Psychology10:33 Entree Tradeoffs12:18 Compensation Options14:48 Risk and Incentives16:26 Compensation Risk Tradeoffs18:04 Payment Options Framework19:11 Upfront Versus End Payment20:17 Risk And Cashflow Realities21:59 Name Your Three Options24:24 Show Inclusions And Exclusions25:34 Design For Fast Decisions27:57 Present Live Not Email29:29 Anchoring The Price Order30:18 Value Based Options And Practice31:55 The Magical Client Lean In33:04 Wrap Up And Next TimeShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7