Pricing
The payment schedule tracks the deliverables. Your costs track the calendar.
A job can be priced at a healthy margin, delivered on time, and still be the reason the overdraft moved, and the quote will never show you why.
Rialto Bridge
Pricing
Articles on pricing.
Pricing
Two-thirds of the book renews in April. That’s why the price rise was 3%.
Renewal dates cluster for accidental reasons, and once they do, the calendar quietly decides how much you are allowed to…
Pricing
All four service lines return 38% margin. The allocation made them equal.
When overhead is spread across revenue, the margin ranking you get back is just your direct costs rearranged, and the…
Pricing
Every quote was bespoke. So every loss is an anecdote.
A one-in-three win rate tells you almost nothing if no two proposals were comparable, and "we lost on price" is…
Pricing
The contract rises with inflation. Your costs rise with wages.
Indexed contracts feel like protection against inflation. In a labour-heavy business, the index and the cost base drift apart every…
Pricing
You fixed the fee. Nobody fixed the inputs.
Productising a service moves delivery risk onto your side of the table, while the largest driver of that risk stays…
Pricing
You offered 2% for ten days. The people who took it were never going to be late.
An early-payment discount looks like a cash flow fix. Its arithmetic points the other way, and it tends to be…
Pricing
You quoted a range. They heard the bottom.
A price range looks like honesty about uncertainty. In the buyer's mind it resolves in one direction, and in delivery…
Pricing
You gave the discount once. It renewed four times.
A concession granted for one quarter, for one reason, quietly becomes the account's permanent price, and nobody in the building…
Pricing
The retainer went unused. That’s why they cancelled.
The client who consumed least was the easiest to serve, the best for margin, and the first to leave, and…
Take it further
This is the general pattern. Your business is the specific case.
Everything here is free to read with an account, and always will be. What it cannot do is tell you which of these applies to your numbers, your market and your constraints. That is the work we do with clients.