Pricing
The rebate that chose your product mix
A retrospective supplier rebate is not a discount. It is a step function, and once you are near the step, it starts making buying decisions that nobody in the business has approved.
Rialto Bridge
Pricing
Articles on pricing.
Pricing
Every quote is an option, and most businesses give it away free
A dormant quote that comes back six months later feels like a free win. The arithmetic of why it usually…
Pricing
Your newest customer pays the most
Raise list prices every year, leave the existing base untouched, and simple arithmetic decides what you actually charge, usually far…
Pricing
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…
Pricing
Free setup is a discount on your scarcest hour
Waiving implementation feels cheaper than cutting the price. In margin and cash terms it is usually the most expensive concession…
Pricing
The fixed price is set by your worst job, not your average one
Most service firms that productise price off average delivery cost, then watch the margin disappear into a tail they never…
Pricing
You priced the job once. It got repriced eleven times.
Quoted margin and realised margin rarely differ because the estimate was wrong. They differ because of a series of small,…
Pricing
Nobody argued about the price
A quote accepted the same day, with no questions and no haggling, is telling you something, and it usually isn't…
Pricing
Two percent for twenty days is a 37% loan
Settlement discounts look like a rounding error on the invoice. Converted into an annual rate, they are usually the most…
Pricing
The job only you can price
Most owners have delegated delivery, hiring and even sales, and still read every quote before it goes out. That habit…
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.