Why do we expect fellow minority founders to undercharge?

The uncomfortable truth about how we value each other's work

A few months ago, a potential client asked if our pricing was a “PITA price”—a cost we tacked on because they were difficult to work with.

That comment stuck with me for days. Not just because it stung, but because of what it revealed: the deep-seated bias that exists within our own communities about the worth of our work. ?

If you’re a woman founder, a minority founder, a business owner from any historically underfunded and underrepresented group—you’ve probably been on the receiving end of this. ?

You’ve spent precious time and energy building a proposal and walking the client through the value of your services, only to get hit with a comment about sticker shock. ?

But here’s the thing: I’ve never once had a white male founder balk at my prices.? I have, however, had many other minority founders—people who, in theory, understand the struggle of building a business from the ground up—ask me to lower my rates, question whether my services are worth it, or imply that they could get the same thing elsewhere for much less. ?

And it makes me wonder: Would you accept your work at that rate? Would you charge this little for your own expertise? ?

We say we want a new economy. One that’s built on values, community, and equity. But that starts with actually paying each other what we’re worth. ?

Scarcity is a Lie - But We’re Still Buying Into It

This isn’t just about numbers on an invoice. This is about the energy of money. ?

For centuries, we’ve been conditioned to believe we should be grateful for whatever scraps we get. We’ve been told that talking about money is greedy. We’ve been taught to undervalue ourselves—and to expect others like us to do the same. ?

So when we see a fellow minority founder charging what they’re worth, something in us recoils.

Who do they think they are? Why do they cost so much? I thought we were in this together.

?But what if we flipped the script? What if, instead of questioning the price, we recognized the value of the effort and work we do? What if we saw paying each other fairly as an act of revolution—one that puts more money, power, and possibility into the hands of people who have historically been denied access to it?

We cannot build a sustainable, equitable economy if we are unwilling to invest in each other. It’s time for us to change the narrative — and it begins with valuing ourselves and each other.

What We Owe Each Other

This isn’t about guilt-tripping. It’s about calling ourselves into a conversation we need to have.

The next time you’re tempted to say, “It’s too expensive,” pause. Ask yourself:

• What does it really cost to do this work well?
• Am I projecting my own money fears onto this person?
• How would I feel if someone said this about my work?

And if you’re the one setting the prices, I want you to hear this:

Raise your rates. Stand firm in your value. Stop apologizing for charging what you’re worth.

We talk about breaking cycles of scarcity, about creating a world where minority founders thrive. That world starts right here, with how we choose to pay and price our work.

Let’s make sure we’re putting our money where our values are.

In solidarity,

Madeline

Partner with Trystan Reese : Stand firm in your values and build a radically inclusive culture In a time when trans voices are being systematically silenced and DEI initiatives face harsh resistance, bringing in expertise that bridges understanding has never been more crucial.

Meet our Fearless community partner and friend, Trystan Reese. Trystan brings a lifetime of expertise on LGBTQ+ issues, neurodiversity, the Intercultural Development Inventory, inclusive facilitation, nonprofit strategic planning, and so much more to leaders that need help navigating organizational culture with authenticity and compassion.

How Trystan helps organizations like yours:

• Engaging keynotes that captivate and inspire audiences
• Intercultural Development Inventory assessments and team training
• Inclusive workshops on LGBTQ+ inclusion, allyship, and communication
• Specialized coaching for neurodiversity and gender equity challenges

Despite anti-trans forces, Trystan continues to create brave spaces for individuals and organizations from nonprofits to global brands.

?“Enlightening, smart, funny, poignant - and radically informative. With love and creativity, Trystan brought us the best mix of story and science.” - W. D., Executive Director of International Perinatal Health NGO

Learn more about Collaborate Consulting and book a free consultation here.

Join our March workshop: The Social Exodus Considering abandoning a social media platform that's no longer serving your business? Unsure where to rebuild your community?

Join us on March 19, 2025 at 10am PST for The Social Exodus: a workshop led by Allena Fleming , Fearless Foundry’s Senior Social Media Strategist. She’ll tackle the questions on many leaders' minds:

• When is it time to leave a platform behind?
• Where do you redirect your community-building efforts?
• How can you strengthen your owned spaces?
• What emerging platforms are worth your investment?

We’ll guide you through making strategic social media decisions that align with your values and outlast the hype.

Sign up here

NEW EPISODE: Growing a Business Without Sacrificing Your Soul "Your work should be purposeful, but not the purpose of your life."

In our latest Finding Fearless episode, Holly Howard of Ask Holly How challenges the myth that entrepreneurial success requires fusing your identity with your work. ?

After 13 years of consulting with creative entrepreneurs, Holly shares why separating your business purpose from your life purpose leads to both better businesses and healthier founders. ?

For entrepreneurs seeking a more sustainable relationship with their work, this conversation offers a refreshing alternative to the all-consuming hustle mentality.

Listen to the episode.