100 Thoughts on Pricing: #5
Providing options and scenarios creates a wide range of pricing submitted to prospects instead of a single number that leaves you being compared to your competitors on a commoditized basis. It creates an environment to collaborate with the prospect to find the right mix or scope and price to achieve their objective, instead of a take it or leave it guess at what might work.
If your competitors submit bids between $3-4m, and your options span a similar range, you're not the highest, or the lowest, or lost in the middle. You're more dynamic, interesting, and collaborative.