01/10/2026
Know your worth.
I visited a restaurant recently after the owner had become increasingly frustrated with their previous pest control company.
They had been paying for a service for months, but the pest controller simply hadn't been turning up. Eventually, the owner cancelled the contract and asked me to take a look.
What I found wasn't pretty.
There were rats actively running around the premises, along with some fairly substantial holes and access points that had clearly been there for some time.
I carried out my inspection, identified the problems and put together a pest management programme that I believed was appropriate for the site.
I gave the owner my price.
"That's too expensive."
We had a conversation about what the cost of a rat problem could actually be. If Environmental Health had walked through the door that day and found what I'd found, the consequences could potentially have been far more expensive than a pest control programme.
Still too expensive.
Then came the negotiation.
"What if I give you another restaurant as well?"
The answer was still the same.
I don't price my work simply on the number of visits.
You're paying for my time, my experience, the inspection, the knowledge of what I'm looking for, the reporting, the advice, the monitoring and, ultimately, the responsibility of making sure the problem is properly managed.
Could I have taken the job for less?
Yes.
Would I have been happy doing it?
No.
And that's the important bit.
Knowing your worth doesn't mean believing you're worth more than everyone else. It means understanding the value of what you provide and being prepared to walk away when the price being offered no longer makes the job worthwhile.
I've spent years building my business around doing things properly.
I'm not interested in simply turning up, putting some bait down and sending an invoice.
I want to understand why the rats are there, where they're getting in and what needs to change to stop the problem coming back.
Sometimes the right answer is a cheaper service.
Sometimes the right answer is a more comprehensive one.
And sometimes, you simply have to say:
"I'm sorry, but I can't do it for that price."
That's not being expensive.
That's knowing your worth.