The CRM says you lost on price. It says that about nine losses in ten.

The single data point most likely to trigger a margin decision is also the least reliable field in your system, and it fails in a predictable direction.

By Steve 5 min read
Abstract bridge artwork for The CRM says you lost on price. It says that about nine losses in ten.

Most businesses that quote for work record why they lost. Most of those records say the same thing. Price came up, the buyer went elsewhere, someone selected “price” from a dropdown, and the entry closed. Over a year this accumulates into what looks like evidence: we are too expensive. That conclusion then travels into discount authority, list price reviews and the standing sales narrative, usually without anyone asking whether the underlying data could have said anything else. It mostly couldn’t. The way loss reasons are captured almost guarantees that price…

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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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