---
id: "action-communicate-lvt"
type: "action-item"
source_timestamps: ["§ Time pricing information strategically."]
tags: ["communications", "pricing-rollout"]
related: ["framework-value-communication"]
action: "Explicitly state the cost, the ROI justification, and the exact timeline when introducing a price."
outcome: "Builds trust, minimizes customer backlash, and clearly frames the price as an investment."
speakers: ["Saloni Firasta-Vastani"]
sources: ["commercial"]
sourceVaultSlug: "hbr-seg-commercial"
originDay: 5
articleStem: "hbr-ext-23-risks-of-free"
sourceUrl: "https://hbr.org/2025/06/the-risks-of-offering-free-goods-and-services"
sourceTitle: "The Risks of Offering “Free” Goods and Services"
---
# Communicate Level, Value, and Timeline

**Action:** Whenever introducing a new price, ensure your communication explicitly covers three bases — the **Level** (exact cost), the **Value** (the ROI or reason it is worth that amount), and the **Timeline** (when the change happens and how long the price lasts). This is the checklist form of the [[framework-value-communication]].

Pair this communication with **strategic timing**: roll it out during a **quiet period** rather than peak usage or major holidays.

**Outcome:** Builds trust, minimizes customer backlash, and clearly frames the price as an investment.