Question
Should you reduce your costs to simply to win a deal / contract or should you stick to what you believe is the true value of your offering ?
I firmly believe that undervaluing your service is criminal and will lead to poor service delivery something that unfortunately is rife in our industry. Yes I understand that we are in a very competitive market place and every business is looking to achieve cost savings somewhere along the line.
Recently we were asked to lower our delivery price on a managed service contract however we agreed that lowering the price would reduce the service we believe the customer was looking for and thus jeopardise the long term relationship with the customer and therefor declined to change our service levels or pricing to 'win' the business.
I have always believed in the ability to say 'no' as a strength, If you believe that your offering / proposal / solution will not only meet the requirements but exceed them then you should agree to keep your position.
By implementing this tactic you will win some & you will lose some, however in the long run I firmly believe that you will win more than you lose and possibly more importantly you will not lose the ones you win.
you will win more than you lose and possibly more importantly you will not lose the ones you win.
Thanks for reading
Daniel