Free setup is a discount on your scarcest hour

Waiving implementation feels cheaper than cutting the price. In margin and cash terms it is usually the most expensive concession on the table.

By Steve 5 min read
Abstract bridge artwork for Free setup is a discount on your scarcest hour

The negotiation ends well. The rate holds, the term holds, nobody argues about the headline number. Then, to get the signature over the line, somebody says: and we’ll take care of the setup for you at no charge. Everyone leaves satisfied. The price list is intact. Nothing has been discounted. Something has been discounted. It is just harder to see, because it was given away in hours rather than in pounds, and the hours in question are almost always the most expensive ones in the business. What was actually conceded…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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