You quoted a range. They heard the bottom.

A price range looks like honesty about uncertainty. In the buyer's mind it resolves in one direction, and in delivery it resolves in the other.

By Steve 5 min read
Abstract bridge artwork for You quoted a range. They heard the bottom.

A proposal goes out at “£40,000 to £55,000, depending on scope.” The work lands at £52,000: well inside the range, defensible on every line. The client is unhappy. Not because £52,000 is unreasonable, but because they stopped thinking about £55,000 the moment they read it. The number they carried into their own budget conversation was £40,000, and every pound above it now reads as an overrun rather than a price. This is one of the most common self-inflicted margin injuries in professional and project-based businesses, and it is rarely recognised…

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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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