Pricing
The quote is valid for 90 days. The customer signs on day 88.
Every quote with a validity period is an option written for free, and the ones exercised last are rarely the ones you would have chosen.
Rialto Bridge
Pricing
Articles on pricing.
Pricing
Nine jobs in ten hit the estimate. The tenth took the quarter’s profit.
Average job margin is one of the most misleading numbers in a project business, and the reason is structural, not…
Pricing
The price list has one line. The invoices have three hundred prices.
Most firms can tell you their list price and their average discount. The distance between those two facts is where…
Pricing
The increase was 6%. Not one customer pushed back.
Silence after a price rise feels like vindication. More often it is the most expensive signal a business can misread.
Pricing
The discount cost the seller 10% of commission. It cost you 25% of the profit.
Discount authority is usually delegated to the person least exposed to its consequences, and the arithmetic of that gap is…
Pricing
The CRM says you lost on price. It says that about nine losses in ten.
The single data point most likely to trigger a margin decision is also the least reliable field in your system,…
Pricing
Gross margin says 24%. The supplier rebate is worth another three points nobody prices with.
Retrospective supplier rebates settle months after the pricing decisions they should have informed, and usually land in a part of…
Pricing
The charge-out rate assumes 1,500 billable hours. Last year delivered 1,280.
Nobody discounted, no job overran, and margin still fell. The leak is often hiding inside the rate every quote is…
Pricing
Twelve lines decide your price image. Four hundred decide your margin.
Buyers hold accurate reference prices for a small fraction of what they buy from you, and most pricing decisions ignore…
Pricing
The supplier has been with you nine years. The last competitive quote was 2016.
Most firms defend their own prices line by line, then wave through a supplier's annual uplift without a conversation. The…
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.