Ensure Profitability on a Big Deal Do you need to calculate your price and potential profitability for a single account? For example, you may be negotiating a deal for a unique service, a complex combination of customized products, or just trying to figure out how low you can price a service you already offer.
Summary EXERCISE SUMMARY
When to Address
Who Should Participate
Where to Use the Results
If you’re working a big deal and negotiating price with your prospect Business leaders: company founders, owners, presidents and vice presidents Marketing and sales leaders Product managers Channel managers Use them as a benchmark for future deals of this type.
Why it’s Important
Sometimes, big customers have a lot of negotiating leverage and can whittle away your margins. It’s a good idea to know your break-‐even point prior to entering negotiations.
What Builds Upon it
Your pricing should still reflect your value proposition.
Timeframe to Completion Potential Business Impact
Roughly 30 minutes to one hour.
Medium
Pricing Ensure Profitability on a Big Deal
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