100 Thoughts on Pricing: #6

All discounting is "strategic pricing" if the goal is to win new business. Yet we constantly see companies make it harder to offer a 5% rebate on fees paid, where the customer has to do their part to earn the incentive, than a 5% discount right off the rates or bottom line which the customer earns even if they constantly pay you late and cancel projects early. Make it easier and less bureaucratic to offer smart incentives.