Pricing
The contract renews in March. The budget was set in November.
By the time most renewal conversations begin, the buyer has already decided. The decision was made in a meeting nobody thought to attend.
Rialto Bridge
Pricing
Articles on pricing.
Pricing
The win rate is 82%. Nobody remembers a quote being challenged.
A high win rate reads as proof the sales process is working. Read alongside two other numbers, it often says…
Pricing
The price list went up 5%. The average invoice went up 1%.
An increase that lands on paper and not in the bank is usually the result of dozens of small, defensible…
Pricing
Gross margin has been 38% for three years. Nothing underneath it is the same.
A stable blended margin is one of the most reassuring numbers a business produces, and one of the easiest for…
Pricing
The retainer was scoped at eight hours. It’s running at fourteen.
Scope drift is the only form of price erosion that never shows up in the price, which is exactly why…
Pricing
Three tiers were designed. Almost everyone buys the cheapest.
A tiered price list is a theory about who your customers are. When the mix collapses into the bottom tier,…
Pricing
The win rate is 60%. It was 60% at the old price too.
A stable win rate feels like proof the price is right. More often it is evidence that something else moved…
Pricing
Every job is priced at cost plus 32%. The overhead rate behind it was set in 2019.
A markup is not a margin policy but an arithmetic claim about overhead and volume, and both halves of it…
Pricing
The list price hasn’t changed in three years. The realised price falls every quarter.
Price erosion rarely arrives as a decision. It accumulates one concession at a time, in places the price list never…
Pricing
The quote is valid for 90 days. The supplier’s price holds for 14.
An open quote is an option written for free, and the customers who take their time exercising it are rarely…
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.