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Business Models and Growth

What a Discount Request Is Actually Reporting

A buyer asking for a discount reports one of two failures: they hold alternatives, or they hold objections. The repairs are opposite, and confusion is costly.

commercial strategy competitive advantage discounting entry barriers margin management pricing

Business Models and Growth

Price Is a Share of Value Created, Not a Markup on Your Cost

Costing gives you a floor, never a price. The harder question is who inside the organisation may see that floor, because all who see it argue down to it.

commercial governance decision rights margin management positioning pricing value quantification

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