Every lost deal is logged as “price”. Almost none of the won ones were discounted.

Price is the most common reason recorded for losing a deal, the least reliable, and the only one with a remedy cheap enough to reach for without thinking.

By Steve 5 min read
Abstract bridge artwork for Every lost deal is logged as “price”. Almost none of the won ones were discounted.

A pipeline review produces a familiar picture. Twenty-two losses over two quarters, and seventeen of them are coded “price” or “too expensive” or “went with a cheaper option”. The conclusion writes itself: the market has moved, competitors are buying share, the price list needs revisiting. Then someone opens the won deals. Most closed at or near list. Discounting, where it happened at all, was modest and concentrated in two accounts. If the business were genuinely priced out of its market, that is not the pattern you would expect to see.…

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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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