If you see a bit further than underpromising, overdelivering, overservicing, you’ll find that most of it is linked with one question: “Will they accept my proposal?“
When people don’t understand what they’re getting, the only thing they’ll get back to (and do understand) is price.
So your default to answer this questions revolves around, yup: price.
In this context, it’s (hopefully) a set price (and not an estimate/rate) and about how (if) delight could happen —only after the acceptance of said price.
Here’s how it goes:
- You set the price and then figure out how to make it valuable.
- And even before that, you see (more like guesstimate) your costs, so that you can set the price.
The thinking behind it is COST → PRICE → (maybe) VALUE.
All your negotiation turns around price, deliverables, outputs…
Which end up in… DISCOUNTS.
Here’s a (more like 3) Sunday question for you:
What if you could not charge for any of those?
What would you focus on?
What would you price?