Latest / Intentional Success with Tom Stimson
Monday Morning Drive: Budget vs. Price vs. Cost — Which Battle Are You Fighting?
I want to start nailing the coffin lid on our old-fashioned and self-centered use of pricing.
In a perfect world, you and your potential customer uncover what they want in exchange for what they're willing to spend. If you know your costs, then you can choose to do the work or negotiate.
"But Tom, I need to quote prices! How do they know what they want if I can't tell them what it costs?"
Price has NOTHING to do with it. Until you and the buyer shake hands, there is no price. Once you do enter into an agreement, you have a price for that deal and that deal only.
When we go into negotiations…
The skinny
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