By Charles H. Green
"A long-standing client came to us and said our price was too high for a job we quoted. They said one competitor priced services 20% below us, and another 30% below. We're seeing this a lot; word is we're the high-priced services firm in this market, and we've lost a few big jobs. It seems to be pretty much a question of price. This business is getting commoditized. Particularly in this economy, we need to seriously consider cutting prices, but our margins are already low."
Have you heard those words lately? Perhaps spoken them? Before you act, make sure you investigate the situation. This article gives you a structured approach to addressing issues in pricing services, looking at causes, solutions, and handling discussions.
Addressing Issues in Pricing Services: What Drives Client Demand
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