Pricing
You raised the day rate. They booked fewer days.
Every price has two parts: a number and a unit. Most margin conversations argue about the number, which is the part the buyer was happy to lose.
Rialto Bridge
Pricing
Articles on pricing.
Pricing
Everyone takes the middle option. You designed it last.
Three-tier proposals work because buyers avoid extremes: which makes the tier most firms build as an afterthought the one carrying…
Pricing
The average margin is 38%. Nothing you sell earns 38%.
Blended margin is an arithmetic artefact of your sales mix, and it can improve in the same quarter that every…
Pricing
You offered 2% for early payment. They took the 2% and paid in forty days.
Early settlement discounts are the one price cut most businesses hand over without negotiating anything in return, and usually to…
Pricing
You fixed the scope. The client still sets the cost.
Productised services promise repeatable margin on a fixed deliverable, yet the same product delivered twice can cost wildly different amounts.…
Pricing
You lost on price. It was the cheapest thing for them to tell you.
Price is the most frequently recorded reason for a lost deal and the least informative one, and acting on it…
Pricing
The deal was won in week two. The discount was given in week thirteen.
Period-end concessions look like the cost of closing. Often they're the cost of a reporting boundary, and buyers learn the…
Pricing
You raised the price. Your longest-standing customers are still on the old one.
Grandfathering a price increase feels like the low-risk option. It quietly builds a second business inside yours, with worse economics…
Pricing
The estimate was right. The job stopped being the one you priced.
Unbilled scope is rarely approved by anyone: it is absorbed by the person least able to price it, and it…
Pricing
Your competitor’s price reached you through someone who wanted a discount
Almost everything a business believes about rival pricing arrives through two filters, and both of them bend the number in…
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.