The new book from Vanessa Ugatti, the True Worth Expert

How to Get Paid Your True Worth Ethically, Without Selling Your Soul

While keeping your clients happy.

This is the blueprint that wakes you up to your true worth, so you never have to feel guilty, fearful or apologetic about charging appropriately ever again.

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Charge ethically. Communicate confidently. Get paid your True Worth

You already provide an excellent service. The issue is rarely the quality of your work. More often, it comes down to the way you manage the commercial side of the business. You charge less than you're worth, offer unnecessary discounts and do more than has been agreed. You may also send invoices later than intended and not always follow up on outstanding payments.

This book shows forward-thinking, down-to-earth professional services firms and individuals how to put a stop to all of that. Not with pressure or gimmicks, but by understanding the real value you create and learning to charge for it with confidence and integrity. 

You are brilliant at your work, yet uncomfortable talking about money.

If you recognise yourself in even a few of these, you are exactly who this book was written for.

You quote a price that feels safe, which usually means far too low.

  • You discount your fee before the client has even pushed back.
  • You do extra work for free because it feels easier than asking for more money.
  • You either don’t notice scope creep or ignore it rather than having what you perceive as an awkward conversation.
  • You put off billing, then dread sending the invoice.
  • You keep working for clients who still owe you money.
  • You have not put your prices up in longer than you would care to admit.

None of this is about ability. It is about confidence, self-worth and the habits that cost both financially and personally. The good news is that habits can change.

A practical shift, not a lecture.

This isn't a book of abstract theories you'll never use. It is packed with practical advice you can apply immediately, alongside real stories of professionals who turned things around, often faster than they expected.

Understand your real value

Learn why your expertise is worth far more than the time it takes, and why focusing on price is the fastest way to undercharge.

Communicate it with confidence

Discover the language and the mindset to talk about fees calmly, hold your position and let clients buy rather than feeling sold to.

Stop the financial leaks

Recognise the everyday behaviours that cost firms a fortune, from under-estimating to late billing, and learn how to eliminate them for good.

Get paid, and protect your wellbeing

Discover why getting paid your true worth is not just about money, it’s about the freedom, balance and fulfilment that allow you to create a life you love.

This is thirteen years of work distilled into one book.

This book brings together Vanessa Ugatti’s 9-principle True Worth Methodology™, along with practical tools and real life stories that help you charge with confidence and build a profitable, sustainable business. At its heart is the Magic Triangle, a simple yet powerful framework for balancing client value, business value, and personal wellbeing.

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About Vanessa Ugatti

Vanessa Ugatti is the True Worth Expert: keynote speaker, transformational trainer, coach, and author of this book.

Her unique True Worth Methodology™, honed over a thirteen-year period, was born out of her own painful journey from utterly clueless at charging to confident, calm and fully in control. Having walked this path herself, she brings genuine empathy, insight, and understanding to her work, helping others overcome the same challenges with confidence and clarity. 

The benefits of her work are not just financial. They positively impact wellbeing too. Authentic, transparent and down-to-earth, Vanessa speaks directly to your heart, mind and soul, motivating you to take conscious action that leads to lasting transformation.

More about Vanessa

The results speak for themselves.

  • “Vanessa has a unique and engaging voice and style, combined with a talent for raising important issues. Her non-legal background is a strength, enabling her to challenge the habits that lead to lawyers and firms leaking value. If you feel challenged, Vanessa's methods are working.”

    — Huw Miles, Managing Partner, Paris Smith LLP

  • “In the year we worked together, I increased my consultancy by more than 50% and brought in additional sales of about £46,000.”

    — Roger Duckworth, Director, Ward Goodman

  • “Vanessa is multi-talented and has helped me on so many levels. Within weeks, it was as if she had rewired my brain and I began to get results very quickly. Within several months, I had recovered my coaching fees and was in profit.”

    — Lucy McLoughlin, Live Event Artist

  • “Vanessa's True Worth training and coaching is thought provoking, positive, upbeat and genuinely valuable. If you want to increase your fees ethically without working harder, I would highly recommend Vanessa.”

    — Stuart Allen, Senior Partner, Paris Smith

  • “Vanessa delivered a fantastic talk for the whole firm, just before lockdown. This had an immediate positive impact on billing. Vanessa is, quite simply, a miracle worker.”

    — Vicky Hosking, Managing Partner, Smith and Co. Solicitors

  • “Vanessa has a unique and engaging voice and style, combined with a talent for raising important issues. Her non-legal background is a strength, enabling her to challenge the habits that lead to lawyers and firms leaking value. If you feel challenged, Vanessa’s methods are working.”

    — Huw Miles, Managing Partner, Paris Smith LLP

  • "Vanessa is multi-talented and has helped me on so many levels. Within weeks, it was as if she had rewired my brain and I began to get results very quickly. Within several months, I had recovered my coaching fees and was in profit.”

    — Lucy McLoughlin, Live Event Artist

  • “In the year we worked together, I increased my consultancy by more than 50% and brought in additional sales of about £46,000.”

    — Roger Duckworth, Director, Ward Goodman

  • I attended Vanessa’s Masterclass “How to Get Paid Your True Worth Ethically”. She was spot on. Vanessa is very knowledgeable and her delivery is clear , engaging and warm. Vanessa is down to earth and wants to help. She is definitely one to watch !

    Peter Blake, Owner, Prettys

  • I had the opportunity to observe Vanessa’s Bespoke True Worth training and coaching programme between January and March. From the outset, she captivated her audience, keeping them highly engaged and interactive throughout. She has not only heightened their commercial awareness but also transformed their mindset from being cost price-focused to recognising true value. The feedback from the delegates was also very positive, highlighting the programme's effectiveness and impact. The result? We are already seeing a positive impact on billing. We are now in the process of arranging the next group. Highly recommended.

    — Yvonne Sanderson, HR Director, Appleyard Lees

  • We are delighted to be partnering with Vanessa Ugatti to enhance our lawyers’ commercial awareness and ability to speak with clients about fees confidently and unapologetically. We find Vanessa to be very warm, straight-forward, professional and inspirational. The feedback from the first cohort of people to undergo her Bespoke True Worth programme has been extremely positive and we plan to continue working with Vanessa.

    — James Geary, Managing Partner, EMW

  • Vanessa delivered a fun, illuminating, interactive session on getting paid your true worth with colleagues. I found it inspiring. The next day, I had a difficult conversation with a client over money - something I had been worrying about for days. I stood my ground and it went well. I highly recommend Vanessa.

    — Dan Thornton, Experienced Engineering Patent

  • Vanessa is brilliant. If you have lawyers that are technical experts but you also want them to be commercially-minded and not selling themselves - or your firm - short, Vanessa's your person.

    — Laura Lack, Community Manager, Law Firm Marketing Club

  • Vanessa delivered some fantastic virtual training for my team on getting paid their true worth in May 2022. In June, we had our best month’s billing ever! Coincidence? I think not. I highly recommend Vanessa as the go-to person if you want your team to get paid their true worth.

    — Elizabeth Ward, Brand Expert, Advisor

  • I just wanted to say thank you very much for your incredibly helpful sessions on True Worth, They have really helped change how I view my work and my role in the firm, all very much for the better! Would definitely recommend you to others.

    — Fáinche Whelan, Construction Associate Solicitor, Bryan Cave Leighton Paisner

  • Vanessa’s “How to Get Paid Your True Worth” workshop is the only training I’ve ever attended at work which has had such an amazing and long-lasting impact. She has helped me quite literally transform my life, by conquering all my fears both in work and personally. Highly recommended.

    — Ravinder Sandhu TEP, Solicitor Specialising

  • “Vanessa ran "How to charge what you're worth and get it" training for our whole team in January. Its now nearly Easter and they are still talking about "the Vanessa effect"! Confidence is up; emotion around billing is down; results are terrific. I thoroughly recommend Vanessa: worth every penny and more.”

    — Nicola Poole, Managing Director, Hedges Law

A few quick answers.

  • Lawyers, accountants, consultants, financial advisers, interior designers and frankly anyone who is client-facing and has to talk about money, although the language will probably resonate most with professional services.

  • Whether you set your own rates or simply have to communicate the firm's pricing to a client, the same habits and the same fears tend to show up.

  • The True Worth Methodology™ is the framework at the heart of everything I do. It spans nine principles and took thirteen years of working directly with professionals to develop. It is not theoretical. Every principle has been tested, refined and proven with real clients in law firms, accountancy practices and professional services businesses. It starts with taking charge of your business and ends with protecting your health and wellbeing, and every principle in between is in this book.

  • Practical, and then some. There is no padding and no jargon. Every chapter is designed to be used immediately, whether for fee conversations you’ve been avoiding, identifying clients who will never value your work, or shifting how you think about your own worth. Clients have recovered significant lost revenue by applying what is in these pages.

  • That's just one of the fears this book addresses, and it's almost always larger in your head than it is in reality. False Evidence Appearing Real, FEAR, is one of the biggest barriers I see in my work, the imagined rejection that stops people asking for what they're worth before a client has even had the chance to say no.

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