The Problem
Discounting without a rationale or knowledge of the impact is bad, but discounting consciously for a purpose linked to your corporate strategy can be far from it. Such discounts can be considered part of the strategy. Deciding in which situations you are willing to give a concession, and importantly, what you expect in return for that discount is the first step to larger deals and higher win rates.
The Solution
- Discount reasons definitions
- Discount rates by reason
- Price list construction/modification
With this phase completed, it is time to move on to Phase 13: Value Messaging.
