You raised the day rate. They booked fewer days.

Every price has two parts: a number and a unit. Most margin conversations argue about the number, which is the part the buyer was happy to lose.

By Steve 5 min read
Abstract bridge artwork for You raised the day rate. They booked fewer days.

A firm reviews its rates, concludes an 8% increase is defensible, prepares the conversation properly and holds the line when it comes. Six months later, revenue from that client is flat. Nobody broke a commitment and nobody complained. The client simply booked fewer days. This is not a failure of negotiation. It is a structural feature of the pricing unit. A price is a number attached to a unit, per day, per seat, per site, per transaction, per project, and the two terms multiply. Defending the number while the buyer…

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Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

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