Don’t Discount Too Early

When you discount too early, your price becomes harder to defend internally. Now it looks smaller, and smaller often signals lower impact. Here's the fix. Instead of shrinking the number, expand the justification. Clarify scope, tie outcomes to revenue or savings, and anchor against the cost of inaction. The longer the organization delays signing the contract and implementing your solution, the more money it wastes, the more revenue it fails to capture. And the longer client or employee dissatisfaction persists. Don't discount too early or too steeply. It will not make you look competitive.