Standardization Premium: If a request cannot be fulfilled using your existing SOPs, the price must exponentially increase to cover the operational drag.

Never tell a prospect, "We don't do that." Instead, say, "Our standard, streamlined system costs $X. To step outside of our process and build this custom for you, it requires a Customization Tax, bringing the total to $3X." 90% of clients will instantly decide your standard system is actually perfect for them.

Look at your current active projects. Identify the one client who is demanding the most out-of-scope work. On your next call, explicitly state that future requests of that nature will incur the Customization Premium.