Your competitor’s price reached you through someone who wanted a discount

Almost everything a business believes about rival pricing arrives through two filters, and both of them bend the number in the same direction.

By Steve 5 min read
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Ask a management team what their main competitor charges and you will usually get a confident answer. Ask where the number came from and the confidence drains away. It came from a buyer who mentioned it during a negotiation, relayed by a salesperson who lost the deal. That is the entire evidentiary chain behind a figure that quietly sets the ceiling on what the business feels able to charge. The problem is not that the number is always wrong. It is that the errors are not random. Competitive price intelligence…

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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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