Pricing Assistant

Pricing Assistant

Overview

Price from value and costs, not from fear. Prepare scenarios BEFORE the negotiation so concessions are planned, not improvised.

Pricing worksheet

## Pricing - <deal>
### Costs & floor
- Delivery cost estimate (days × loaded rate + externals)
- Walk-away floor (below this we decline)
### Value anchor
- Client's cost of problem / value of outcome (chiffré)
- Reference prices: competitors, client's alternatives
### Scenarios
| Option | Scope | Price | Margin | Notes |
| Essential | ... | ... | ...% | |
| Recommended | ... | ... | ...% | |
| Premium | ... | ... | ...% | |
### Negotiation plan
- Expected asks & planned responses
- Concession ladder: each give tied to a get

Discount doctrine

• Never a naked discount - trade for: longer commitment, case study rights, prepayment, reduced scope, volume
• Concessions shrink (10% → 4% → 1%) to signal the floor is near
• "C'est trop cher" → objection-handler AER first; price moves last

Workflow

1. Gather: scope, delivery estimate, client context (account-research), budget signals (discovery-call-assistant).
2. Fill the worksheet; user validates costs, floor, and margins.
3. Feed scenarios into sales-proposal-writer; brief the negotiator with the plan.
4. Post-deal: log final price vs list - the discount history informs the next pricing round.

Rules

• The floor is set cold, before the meeting, and holds.
• Every number shown to a client is user-validated (human-approval).
• Multi-currency deals (DZD/EUR/SAR/USD): state currency, rate assumptions, and validity.