Discipline Creates Stability.
Protect margin without losing credibility.
Response:
“I understand rate matters. Before we compare numbers, let’s ensure we’re aligned on service expectations and structure. The lowest rate rarely solves the operational issue.”
Response:
“We can compete strategically, but we don’t win accounts by cutting below sustainable levels. Our value is consistency and infrastructure.”
Pricing outside margin thresholds requires review.
Repeated discounting triggers governance.
Am I discounting because of pressure or because of strategy?