The competitor cut its price by 15%. Nobody knows which customers actually saw it.

When a rival drops price, the instinct is to protect the whole book. The arithmetic and the evidence usually point somewhere much narrower.

By Steve 5 min read
Abstract bridge artwork for The competitor cut its price by 15%. Nobody knows which customers actually saw it.

The news almost always arrives the same way. A salesperson comes back from a meeting and reports that a competitor has cut its price by 15%. By the following week the number has hardened into fact, the sales team is asking for discount authority, and someone senior is modelling a matching cut across the entire book. What nobody has established is how many customers were ever shown that price, whether the quote covered the same scope, or whether the competitor intends to hold it. This is one of the few…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

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.

More on Pricing

Scroll to Top