Everyone takes the middle option. You designed it last.

Three-tier proposals work because buyers avoid extremes: which makes the tier most firms build as an afterthought the one carrying all the revenue.

By Steve 5 min read
Abstract bridge artwork for Everyone takes the middle option. You designed it last.

Most professional service firms that have moved to three-option proposals built them in the same order. The real offer came first: the scope that was discussed in the meeting, priced the way it has always been priced. Then someone added a cheaper version by stripping things out, and a premium version by adding things in. The middle tier is the original quote. The other two were assembled in an afternoon. This is backwards, and the reason is mechanical rather than aesthetic. In a three-option set, the middle option is not…

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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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