The budget line you come out of sets your price ceiling

Two buyers can value the same work identically and pay very different prices for it, and the difference is often not negotiation, but which pot the invoice lands in.

By Steve 5 min read
Abstract bridge artwork for The budget line you come out of sets your price ceiling

A firm sells the same three-month engagement to two similar buyers. One pays £18,000 without much argument. The other spends six weeks trying to get to £11,000 and eventually walks. The work is identical, the value delivered is identical, and the second buyer is if anything the larger company. What differs is that the first buyer paid for it out of a programme budget, where the neighbouring items were six-figure system implementations, and the second tried to pay for it out of a departmental training line, where the neighbouring items…

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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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