Who’s the Decision-Maker? Company D’s decision-maker spent 12 months cultivating a relationship with a desirable client. He was anticipating submitting a bid for a 5 year contract. The RFP was finally issued, and it included a submission that requires a specialized skillset to execute at the highest level. I have that skillset, and they asked … Continue reading Is The Decision-Maker Who You Think It Is?
Do these statements sound familiar? “We charge a little less than the law firms that do this kind of work.” “We look at what other videographers charge and price just a bit less.” “We’ve adopted a ‘price-to-win’ mindset that helps us offer top value for a little less than the competition.” You’re in plentiful company … Continue reading Is Your Pricing Method Driven By the Competition?