In the drive for sustainable and energy-efficient buildings, NatHERS (Nationwide House Energy Rating Scheme) assessors are at the forefront of Australia’s transition. Yet, there is a growing and dangerous trend within the profession — underpricing NatHERS assessments. While it may appear a harmless or even savvy business strategy in a competitive market, the ramifications of cutting prices go much deeper. It undermines not only your business viability, but also threatens the integrity and credibility of the entire scheme.
In short, underpricing harms everyone — and here’s why.
The True Nature of a Quality NatHERS Assessment
NatHERS assessments are far more than a box-ticking exercise. Each assessment is a complex, professional judgement about how a home will perform thermally over its lifetime. This involves:
- Interpreting architectural and construction documentation
- Applying sophisticated thermal modelling and simulation tools
- Understanding climate zone specific requirements and local nuances
- Navigating regulatory compliance to meet NCC energy efficiency requirements
- Communicating effectively with clients, builders, and designers
This takes skill, time, and professional judgement — none of which comes cheap.
In practice, a quality NatHERS assessment should be priced accordingly, which industry sources suggest is typically between $700–$1,500 depending on complexity (Greenticko, 2025).
The Hidden Pitfalls of Underpricing
1️. You Undermine the Profession and Yourself
By offering unsustainably low fees, you inadvertently devalue the work of all assessors. It sets an expectation amongst clients that assessments are cheap and fast — when in fact, they should be neither. This erodes the perception of the assessor’s role as a trusted advisor, instead reducing it to “just another compliance hurdle.”
2️. You Risk Quality and Compliance
When prices are low, so too is the time available per job. Rushed assessments increase the risk of mistakes, oversights, and non-compliance — especially when energy models are built quickly without thorough cross-checking.
But this risk extends far beyond project-level issues. If audited by your Assessor Accrediting Organisation (AAO), substandard work could lead to:
- Mandatory mentoring
- Suspension of accreditation
- Opening yourself up for legal action by unhappy or impacted clients
- Permanent reputational damage
Under the NatHERS Technical Note, assessors are required to follow strict quality assurance processes. Low fees often translate to cutting corners on self-review — a recipe for trouble at audit time.
“Poor self-QA is the Achilles’ heel of many underpriced assessments. What you saved in time (and offered in discounts) could cost you everything during an AAO audit.”
— Industry Mentor (name withheld), 2025
3️. You Jeopardise Financial Viability
Many assessors who underprice fail to account for:
- Insurance and liability costs
- Software licence fees
- Accreditation fees
- CPD and ongoing training requirements
- Business running costs (e.g. marketing, admin)
Operating at unsustainable margins not only threatens your livelihood but prevents reinvestment in skills and technology — essential elements in staying competitive and compliant in a rapidly evolving field.
4️. You Create a Race to the Bottom
Once price becomes the only differentiator, it fuels market-wide price erosion. This creates pressure on others to drop fees, leading to widespread quality issues, reduced earnings, and in the worst cases — regulatory intervention.
In 2025, with the expansion of NatHERS to Existing Homes, this risk will increase exponentially as new assessors flood the market. Ensuring professionalism and fair pricing will be critical to avoid undermining the rollout.
How to Price Right — and with Integrity
The solution isn’t complex, but it does take discipline and confidence. Here are five strategies to help lift your pricing and the industry:
Educate Your Clients
Most clients are not aware of the expertise or time involved in a quality assessment. Show them the risks of low-cost providers and the value that comes from a robust, properly delivered assessment — particularly in the long-term running costs of the home.
Position Yourself as a Trusted Advisor
Don’t just sell assessments. Sell advice, comfort, better design, regulatory certainty, and climate resilience. Clients will pay more for assurance and expertise.
Differentiate on Quality, Not Price
Offer tiered services (e.g., basic compliance through to premium thermal comfort packages), and promote add-ons like design review workshops or construction-stage support. Avoid being seen as a “commodity supplier.”
Allow Time for Self-QA
Build into your pricing structure sufficient time for comprehensive self-checking. This reduces errors, increases audit-readiness, and protects your accreditation. Cutting corners here is simply not worth it.
Be Professionally Brave
Understand your worth and stick to it. Saying no to bargain-basement clients clears space for higher-value opportunities. Be transparent and firm about your pricing rationale.
In Conclusion: Raising the Bar Together
The NatHERS profession is at a crossroads. On the one hand, demand is increasing thanks to climate change imperatives and government initiatives. On the other hand, unsustainable pricing threatens to hollow out the industry from within.
As assessors, we must recognise that our work carries value — for homeowners, for builders, for designers, and for Australia’s carbon reduction ambitions. By resisting the urge to undercut and instead offering premium, compliant, and well-communicated services, we can secure not only our businesses but the future credibility of the profession.
After all, a $250 assessment may seem like an easy win — until it isn’t.
When the AAO audit comes and the shortcuts and oversights emerge, that “cheap job” can turn into a costly lesson.
“Undercutting might win you a client today — but quality and professionalism win you a career.”
— Senior Assessor, National NatHERS Network, 2025
Further Resources and References:
- Greenticko, NatHERS Certificate Cost Guide 2025
- NatHERS Existing Homes Scheme Overview
- NatHERS Technical Note
