Pricing guide
The Discount Mistake
The client sees savings. You feel margin loss.
Explain how discounts reduce profit, increase required volume, and can train clients to question price.
Run the calculatorThe mistake
Discounts are taken from revenue, but they usually land in profit. The work rarely gets 20 percent easier because the price dropped 20 percent.
The better move
Offer a smaller scope, payment plan, delayed start, or removed support before discounting the same work.
A practical way to use this guide
Start with one real offer, client, or pricing decision instead of a generic average. Write down the current price, the work included, the unpaid time around delivery, and the payment timing. Then run the linked calculator using conservative inputs. The goal is not to get a perfect number; it is to see which assumption has the most power over profit.
The result can mislead you if the scope is vague, the client pays late, support work is not counted, or the price is being compared without taxes and owner pay. When the calculator exposes a weak price, the next step is usually to change scope, terms, or delivery rules before changing the headline price.