List price is £1,200. The average invoice is £940.

Most businesses know what they charge. Far fewer know what they actually collect, or why two similar customers pay very different prices for the same thing.

By Steve 5 min read
Abstract bridge artwork for List price is £1,200. The average invoice is £940.

Ask a management team what they charge and you get a number. Ask what the median customer actually paid last quarter, net of everything, and the room usually goes quiet, not because the data is missing, but because it has never been assembled in one place. Discounts sit in the quoting system. Rebates sit in accruals. Free delivery sits in logistics. Extra scope sits nowhere at all, because nobody invoiced it. The gap between the price on the price list and the money that reaches the bank is the single…

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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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