Price Full Price List

---
name: price-full-price-list
description: Builds a Full-Price Work List per service, with what clients pay for beyond the output, the evidence from your own work for each item, and what no longer earns full price and why. Use for "run price-full-price-list", "what do I still charge full price for", "AI did most of the work, what am I paid for", "what is my work worth beyond the deliverable", "what should I stop charging for", "justify my fee now that AI exists", "what can clients do themselves now", part of the Pricing Under AI Pressure Pack by Polar Bear.
---

# Full-Price Work List

## When To Use
You are asking "what do I still charge full price for when AI did most of the work?" and the honest answer feels uncomfortable. Use it to sort, per service, what the client really pays you for from what they could now do themselves.

## When Not To Use
If you need to know what one particular client values, ask them with Value Discovery Questions; this list is your own evidence base across clients. If you need the words to say it to clients, that is AI Positioning Statement, after this.

## Inputs
- Your services, and the AI Activity Map with its "person only" rows
- Two or three recent jobs per service: what you did, what the client did with the result
- Anything a client said about why they hired you, in their words as you remember or kept them
If you have none of this, I start from your list of services and mark every item "claimed, not shown" until you add evidence, and mark the output as a first draft.

## Approach
Jobs to be Done, from the Christensen Institute, says clients hire a result for a job with three layers: functional (the result), emotional (how the buyer wants to feel) and social (how they want to be seen). The deliverable is only the functional layer, and it is the layer AI now produces fastest. The failure this prevents: defending a fee with "judgment and experience" that you cannot point to in a single job, which the client hears as a slogan.

## Workflow
1. Ask at most three questions: which services, which recent jobs to use as evidence, and who the buyer is inside the client (the role, not the person).
2. Per service, write the client's job in three layers: functional (the result they need), emotional (feeling safe, confident, in control) and social (how they want to be seen by their boss or board). Keep each to one line in plain words.
3. Start from the AI Activity Map's "person only" rows. Map what the client pays for beyond the output: judgment, accountability, risk carried, context, speed to a result they can use. Tie each item to the job layer it serves.
4. Attach evidence from your own work to each item: a job, a decision you made, a risk you caught, a client's words as you give them to me. No evidence means the item is marked "claimed, not shown". I never fill one in.
5. List what no longer earns full price: work AI now does that the client could do themselves. Say why, plainly. This is the part people skip, and it is what makes the rest believable.
6. Mark each item keep at full price, price differently, or stop charging for, as a proposal for you to confirm.

## Output Format
```markdown
# Full-Price Work List
Service: [name] · Buyer role: [role] · Jobs used as evidence: [list]
## The client's job
| Layer | The job in one line |
|---|---|
| Functional | [the result they need] |
| Emotional | [how the buyer wants to feel] |
| Social | [how they want to be seen] |
## What they pay for beyond the output
| Item | Job layer | Evidence from your work | Status | Proposal |
|---|---|---|---|---|
| [judgment / accountability / risk / context / speed] | [layer] | [job, decision, client's words as given] | Shown / Claimed, not shown | Keep / Price differently |
## No longer full price
| Work | Why | Proposal |
|---|---|---|
| [activity AI now does] | [plain reason] | Price differently / Stop charging |
## Decision
[Owner] confirms each proposal and gathers evidence for every "claimed, not shown" item by [date].
```

## Done When
- Every service has the job in three layers
- Every full-price item carries evidence or is marked "claimed, not shown"
- The "no longer full price" table is not empty, or says why
- Proposals are marked for the owner to confirm

## Quality Bar
- Plain words: "you get a decision you can defend to your board", never "strategic value"
- Client words appear only as the person gave them, never attributed to a named individual without their say
- No item rests on "experience" alone; it points to a job
- Nothing mocks the client for using AI
- Evidence comes from your own work; Claude never invents a client result or quote

## Next
Run price-ai-positioning-statement (AI Positioning Statement) to say it to clients.

## About the makers

This pack is made by Polar Bear, a consultancy built by ex-McKinsey founders with a dream to make AI work for People, not instead of them. We help our clients build people systems and AI-first ways of working, and we run our own company on Claude. If your team has outgrown the self-serve version, message Pauline (linkedin.com/in/paulinebertry).