Pricing
Your biggest customer isn’t getting a volume discount
The price your largest account pays is set by how much you need them, not by how much they buy, and the gap widens every time you renew.
Rialto Bridge
Pricing
Articles on pricing.
Pricing
The productivity gain that landed on someone else’s P&L
A firm gets meaningfully faster at the work, and margin doesn't move. The pricing model, not the operation, is usually…
Pricing
The launch price you can’t take back
Pricing something nobody has bought before is an experiment, not a calculation, and most firms design the experiment so it…
Pricing
Nobody cut the price and the margin still fell
Revenue grew, every job was priced at least as well as last year, and the blended margin still dropped five…
Pricing
The jobs you win are the ones you got wrong
Your pricing rule hasn't changed and your estimators aren't careless, yet realised margin keeps landing below quoted, and competitive selection…
Pricing
The cheapest thing you sell sets the price of everything else
Entry-level offers are designed to lower the barrier to buying. Often they quietly cap what a business can charge at…
Pricing
The rush job nobody paid for
When a customer asks for it by Friday and no one mentions money, something has been sold at zero, and…
Pricing
The customer paying full price who costs you money
Price differences between customers are visible to everyone. Cost differences are usually invisible, and they are often the larger number.
Pricing
The three questions that decide whether you can raise prices
Most price-rise decisions are made on nerve. These three questions turn it into something you can actually reason about.
Pricing
What a discount actually costs, and why the number surprises people
A ten per cent discount does not cost ten per cent. Working through the arithmetic changes how most people feel…
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.