The people who found you expensive never got as far as the quote

Win-loss data is the most common evidence base for a pricing decision, and one of the most systematically filtered samples a business ever collects.

By Steve 5 min read
Abstract bridge artwork for The people who found you expensive never got as far as the quote

A firm decides its prices are roughly right because it wins a healthy share of what it quotes and rarely gets pushed on cost. Another decides it is too expensive because two of the last five losses cited price. Both are reading the same instrument, and the instrument has a defect: it only records the opinions of buyers who made it to the quote stage. Price sensitivity does not wait for a proposal. It operates much earlier, and much more quietly, at the point where a prospect forms a rough…

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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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