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  • Writer's pictureJoel White

100 Thoughts on Pricing: #8

I've written about the "Customer in the Room" before. When it comes to reviewing your profitability estimates on new deals, picture the Owner in the Room. What if they saw your cost rates were consistently wrong, inflating your projected profitability? What if they knew your competitors were consistently charging 5-10% or more than you on similar deals?

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