Excellent article, and you've hit the nail on the head regarding confidence. When we first set out, we worked with small clients with small budgets, and equally

Excellent article, and you've hit the nail on the head regarding confidence. When we first set out, we worked with small clients with small budgets, and equally low price expectations. We've grown swiftly over the last 5 years, and have gone from clients with turnovers ~£100k to clients with turnovers ~£30M. As a result, I've found it challenging to scale my quotes with the clients, as each consecutive project is inevitably with a client larger than the last. In conjunction with the clients growing, however, their needs have commensurately grown, meaning that our costs have likewise increased, resulting in periods of margin contraction as a result of my rigidity. Anyway - my point is that the fact that you raise it as a point of note and deal with it in simple terms of confidence has led me to rather instantaneously revise my thinking on how to cost a build. It's also made me realise that I grossly undervalue my time, and charging the same hourly rate as I charged 5 years ago (for my personal time (on the company books) on consults) is insanity. Thanks!