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Being transparent about how you set the price you give. It has nothing to do with your customer. It’s all internal. It’s about how you can capture the most of the value your customer gets from you, and that’s it’s clear to you and the people who are involved in it, at their own levels. aka. from marketing to brand to accounting to finance to sales, etc. “But what about being transparent with them? It feels like we’d be lying.” Understandable. And your customer doesn’t actually care. If they cared, they would pay by default whenever your costs went up, no questions asked. In fact, they’d volunteer for it. If you had thin margins, they’d go and propose and pay you to have larger margins. And that’s not real(istic). |