Run through this checklist before you price your next big proposal.
- How price sensitive is this work ?
- What commercial impact does this have ?
- How dependent is this on our brand reputation ?
- What volume of work is involved ?
- Can we achieve substantial economies of scale if we win ?
- How much will it cost us to produce this work ?
- Will this client reward smart ideas and newer, better ways of doing things?
- How will success be measured ?
- What opportunity is there to share a successful outcome ?
- What price competition are we likely to face ?
- What price structure will most appeal ?
- Will the client be prepared to pay more for a fixed or certain price ?
- What is the right price for us to offer ?
By thinking about what may be driving pricing, you’ll get much closer to the “right” price much more often.
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