Profit‑Proof Pricing: Build a Rate Model That Covers Payroll, Survives Medicaid Gaps, and Wins Private‑Pay Clients

This 25‑minute Executive Roundtable applies Scott McKenzie’s lessons from 531+ HCAB launches to the concrete problem every founder faces: pricing. We walk founders through a three-part pricing model that starts with payroll-first break‑even math (exact shift/hour examples using $15/hr caregiver wage and $3.50/mile), then layers private‑pay positioning and conversion language, and finishes with a compliant Medicaid-gap plan that protects cashflow during enrollment delays. Daniel drives strategy and tradeoffs, Claire explains how state rules (example: Texas Medicaid provider enrollment timelines and Florida caregiver training hour impacts) change price levers, and Sophia translates the numbers into founder decisions and client conversations. No fluff, no hypothetical optimism—this episode includes a state-specific case from HCAB’s archive, exact formulas you can use today, and two identical CTAs (mid-episode and outro) directing founders to a one‑page pricing calculator Scott uses in HCAB workshops.