Purpose, Price and Quality

Why securing good value requires more than a bit of bargaining.

Has a customer ever asked you for a discount? And what was your reaction? What did it make you think?

In some sectors, this is a regular occurrence but, for most suppliers of goods or services, accurate pricing is a carefully considered part of their business strategy. And for a supplier faced with this request, what goes through their heads? Doesn’t the client value what we do? I’m already competitively priced and I don’t want to cut margins. What is the longer term impact on business with this client if we reduce prices now?

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