PartnerRoundThe major case types8 min read
Pricing
Three approaches, and the one that wins almost every case.
| Approach | Basis | When it is right |
|---|---|---|
| Cost-plus | Our cost plus a target margin | Commodities, regulated pricing, cost-driven contracts: rarely the interesting answer |
| Competitor-based | What substitutes charge | Crowded markets with weak differentiation; sets the ceiling |
| Value-based | The economic value delivered to the customer | Anything differentiated: usually the answer the case is steering towards |
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