Getting Paid for the Outcome: Fixed Fee Plus Success Fee with Charlton Evans | Episode 271

Boutique Professional Services | Pro Serv Podcast Pricing is the most-asked-about topic in the membership right now, and most of the conversation stays theoretical. Charlton Evans, CEO of End State Solutions, actually changed his model — and made it work. He moved from a traditional pricing structure to a fixed fee plus success fee, and he did it with real clients, real contracts, and real results. In this episode, Jeff sits down with Charlton to walk through the move. What pushed him off his old pricing in the first place. How he sets the fixed portion and defines what "success" means in a contract so both sides can live with it. How he puts the structure in front of clients and handles the objections that come back. And what the change did to his margins. In this episode: • What pushed Charlton off his old pricing model, and the moment it stopped being defensible • The mechanics of fixed fee plus success fee: how he sets the fixed portion and how success gets defined • How he presents the structure to clients, and the objections that come back most often • What the change did to margins • Why most founders debating a pricing change never make one — and what that means for the ones who do • Why tying part of your fee to an outcome forces a level of specificity most engagements never reach If you run a boutique professional services firm and want to make more money, make scaling easier, and make an exit achievable, join Collective 54 at collective54.com.