The competitor cut price in March. Nothing happened until October.

A rival's price move lands on your business in slow motion, and the quiet months in between are easy to mistake for immunity.

By Steve 5 min read
Abstract bridge artwork for The competitor cut price in March. Nothing happened until October.

A competitor announces a price cut. The management team braces. Sales are briefed, the retention list is dusted off, someone builds a scenario in the forecast. Then the month closes on plan. So does the next one. By the fourth month the topic has dropped off the agenda, and the conclusion has quietly hardened into something dangerous: our customers don’t move on price. Then the second half of the year arrives and the win rate on head-to-head deals is down, renewals are taking three conversations instead of one, and nobody…

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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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