Pricing
The competitor cut price 12%. Most of your customers will never hear about it.
A rival drops price and the instinct is to match. The arithmetic of matching, and the question of who is actually exposed, usually argue otherwise.
Rialto Bridge
Pricing
Articles on pricing.
Pricing
The list price is £2,400. The invoices range from £1,150 to £2,400.
Most businesses know their list price. Far fewer know the distribution of what they are actually paid, and the shape…
Pricing
The price rose 6%. Nobody left.
An increase that meets no resistance is usually filed as a win. It is better read as a measurement, and…
Pricing
Every job clears 30% margin. The business clears 9%.
When job-level margins are healthy and company margin isn't, the gap is not a mystery: it lives in four places,…
Pricing
Sixty per cent choose the middle tier. It has the thinnest margin.
In most three-tier offers, the tier that wins the majority of deals is the one nobody has priced properly, and…
Pricing
The retainer still bills £4,000. Delivery now takes 58 hours.
Fixed-fee relationships rarely lose margin through a negotiated discount. They lose it one small favour at a time, and the…
Pricing
The quote is valid for 30 days. The order arrived in week 11.
Every fixed-price quote is an option you have written for the customer, and the ones exercised late are the ones…
Pricing
The price is per seat. The value is per transaction.
Most pricing reviews argue about the number. The unit it attaches to is rarely questioned, yet it decides whether a…
Pricing
The discount assumed twelve orders a year. They placed five.
Volume discounts are almost always granted in advance and reconciled never: which means the customer's forecast becomes your margin risk.
Pricing
Every lost deal is marked “price”. Half of them never got to a price.
"Price" is the most common loss reason in most sales records and the least informative one, and acting on it…
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.