Pricing
The scope is in writing. The changes are all verbal.
Jobs quoted at thirty per cent margin routinely deliver at half that, and nobody in the business can name the moment it happened.
Rialto Bridge
Pricing
Articles on pricing.
Pricing
The average job makes 40%. Almost none of them do.
A blended gross margin can be perfectly accurate and still describe a business that does not exist. What matters is…
Pricing
The cost rose £5. The price rose £5. The margin fell.
Passing a supplier increase through pound for pound feels like holding the line. The arithmetic disagrees, and the gap compounds…
Pricing
The price went up 5%. Nobody left.
A price increase that provokes no resistance is usually read as a success. It is better read as a measurement,…
Pricing
The list price hasn’t moved in three years. The realised price has fallen every one.
Nobody signed off a price cut and the price list is unchanged, so why does the average pound collected per…
Pricing
The quote has three options. Everyone picks the middle one.
Tiered pricing is meant to let buyers sort themselves. When every buyer sorts the same way, the tiers are doing…
Pricing
The line loses money on the P&L. Closing it removes almost no cost.
Allocated overhead makes some of the healthiest work in a business look like a liability, and the decision that usually…
Pricing
The package has a fixed price. No two deliveries have cost the same.
Productisation usually breaks in delivery rather than in sales, and the average margin is the number that hides it for…
Pricing
The retainer hasn’t changed since 2021. The scope has changed eleven times.
Retainer margin rarely collapses in a single bad decision. It leaks through a series of small favours nobody thought worth…
Pricing
Both accounts pay £2,000 a month. One of them calls every day.
When every customer pays roughly the same price and no two cost the same to serve, the profitable ones are…
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.