If You Lower Your Price To Win An Order, How Do You Handle It?

Whether I'm working with an integrator or a manufacturer, I always recommend to ask for something in return if you have to give a discount. If you're asking for $5 and then tell them you'll take $4 for the same thing, some clients might feel like you were trying to rip them off. If you offer the discount but in return they have to give up some features or be available to give a testimonial for your company, then it's a real partnership. If you just fold and give the discount, you might hurt your long term relationship.

However, I also accept that negotiation is part of the game and the client might not care - as long as they're getting a discount. Do you think I'm over analyzing this situation and maybe paying too much attention to the long term relationship? Sometimes customers just want a better price / service and don't value the relationship.

What do you think?

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* ******** **** *** **** ** ******* ** ****. * testimonial ** ** ********* ****. *** ***** *** **** ***** a ******** ** ****** *** * **** **** ********* ** some ****? * *** *** ***** ** **** **** ******, but *** * ** **** * ***. ****** *****.

**** ********* *** ***** ** **** ***** *** ******* *** favor ****** ** ******** **** **** ** ******* **** ** other ********. ** *** ******** ** **** ******* *** * lower ***** **** ***** ** **** **** *** ** *** margins *** *******. *** **** ************* *** ****** **** ****** business **** *** **** ****** ** *********. * ***** ******** is *** **** ********* **** ** *** **** *******. *** only *** **** ******* ** *** ***** ********* ** **** and ***** ***.

* ***'* *** ********* ******* * **** ** **** ***** whatsoever. * **** *** ** ********** ****** **** *** * discount ***** * **** *** **** ** ********* *** ***'* mind *** ******* *** *** ******* **'* *** *** **** turns *** ** ** * **** ** *** ***!

** **** ******* ***** ** **** ***** *** ******* *** $140 *** *** *******, ** *** *** *** * ********? I ***'* ******* * **** **** ****** **** *** ***** in *** ******. **** **** *** ***** * ***'* **** him ***** * **** *** *** *** ** *** "******** stigma" * ******* ** *** ******** *****. ** ** ****** a ******** '**** *******...." **** *'** **** **.

** * ******** ** ***** ** ***** $*** ** *** just ** ****** ***** ** ** $***!! (*'* ****** **** all ** ** **** ******** ********** ***** **** ** *** time ** ******* **** ******** $** **** *** *** ******** $10!!) ** ******* **** *** ****** *******....**'* *** **** ****!!

*** ***** *** ** ******* ******* **** *** *** **** job?

*** ******** ***** ** ********** **** ** ** ******* ******* a ***** **** *** **** *** '****' ********** ********experience *** ********* in choosing the right solution and then performing ************** *qualified ************ ******.

** ********, *** ****** ******* ** ******* ******** ****** (*** there **** ** ****) *** *** ********* *******,*** *******, ** ***** (* ***, * ****..********...********).

** * *** "F*%k ***********! Be more ********* ** ******** *** ******** ********* ********/ *******, *** **** ** ******,******-*******!"

** *** *** ** *** *** ****'*great ******* and your client hopefully will appreciate 'YOU' - *** '****'!!

*.*. ***** **** ********, *** *** *** ** *********-**** ********* *** ****. ;)

....***..

"*** ***** *** ** ******* ******* **** *** *** **** job?"

***** ***** ************ ****** ********* *** *** ****. **** ****** think *** * ****** **** ****, ********, *******, ***. **** holds ** ***** **** *** ******* ** ***** ***** ** they *** ** * *********** *********?

*** **** ** *** ****** ******* ** ** * ******** for ********, ****** ********* **** ** *** ******.

** *** *** *** *********** ** *********** **********, **** *** are ***** ** '***** * *** ** ***** ** *** table'.

***, ******* *** ********** ** ********* *** ** ********** (******* business) **** * ************ (******* ********), ***** *********** *** **** scale ***********. *******, *** ************* **** **** *** **** *********** discounts *** ***** *********** **** ** ***** ** ** *** that ****** *** ** ****** ** *********************.

******!

*** ************* ** ***. *** **** ****** ******* ** **** quid *** *** ** *********** */**, *** ***** *** **** **** *** *% **** ***.

******** ** ****** ** ******* *** **** **** ******* ********* credit *****, ** ** ***** *********, ***** ***** ** ************* ***** *** ****** ******* *** ***. ******* ****** ***** ****** *** ** **** ******* ********* from *** ********* *** ** ** *** *** ******* ** you *** ****** ****** ******** **** ** ***!

****** *** *****-******* ********** ** *********** "*'** **** * ***** off - *** * ****** ****", **** ** ************ **** tend ** ********* **** ***** ******* *** *******. ** ******, it *** **** **** *** ***** **** *** *** ******* a *** *** *** **** ** **** ********* *** *********. Like ***** ** ******* *** * ******** *** ***** *******:

  1. **, *** * ******** *** **** *********** **** * *****, ** **** * *** *** **** *** **** ** **** **** ****.
  2. **,**** *** *** *** ** *** , *** *** *** shipping, *** *'** ****** *** *&* ** ******* **, *** you're *********** *** **.
  3. **, **'** *** ***** **** ******** *** ** ** ***** *****, ********* *** *****.
  4. **, **** **** ** *** ***** ****. **'** **** ****** *** ** ******* **.

* **** **. ******* ******** **** **** ****** ** *** integrations *'* ******** ****. **** ** ** **** ** ****** business *** **** *** ** ****** ******* ******* ** ************* and ** *** *** *** **** ***** *** ***** ****. But ** **** **** ********... *** ****, ********** ********** ** GC ***** ** ***** *** **** ** ****** **** ** use *** *** *** *** ****** *** ** *** * little **** **** ******* * *** ********** *** **** **** adjustments *** ***** *** ****. ***** ** *'* ** ******** to ***** ***** *** ***** *********** ** **** ***** ***** very **** **** ******.

******* ** ***** * ***** ********* ********

******** ***** ** ******* ****** *** ******** * ******* ******** coming ** ** $**** *** **** ***** * **** ** / ***** **? (** *** ** $****) ******: ***.... *** I **** *** *** ******* ********** ******* ** ******* *** deal ** *** ****** ***** *****, ** * **** *** and ***** ********* *** *** ***** ***** ** *'* ******* there.

* **** ** ** ***** ****** **** *******!!

* ***** *******.

***** ***** ******** - ***** ***.

** *** **** ** ***** **** *****, ***'** *** *********. Get ******** - ***** *** **** ****** **** ********* ******** has **** ***** ** **** ******** ** ***. **** ** these *** ********* *****, *** ***** ***** **. *** *******: a ******* * **** *** ***** *** *********** **** *** a **** ******* ******* ***********. **** ****** ** ******** ******** but ****'* **** ** *** **** *****. *** ******* ******* to **** *** ********** **** ** ******** *** *** ** it's ********* ********* ******* ****** ** *** **********. ******* ** waiting ** *** ******* *** ** *** **** ****, **** had ********* ****** *** ******** *** ****** *********. *** ******** saved **** *****, *** *** ************ ********* ***** ******** ******* - ***** ** *** ***** ***** ********* *** ** ****** their ******** ** *** ***** ** *** **** *** **** showing *** ***** *********.

**, **** ******* **** *** * ********, ***** **** *** at *** **** *** ***** *** *** *** *******.

********* ***** *** *** **** * *****. **** ******** ** the ******, *****. **** ******* ** *******, ****** *********....*********!

**** ** ******** "********". ****** **** * *****...***

*** ******* * *** ***** ** ********* *** * ********** customer.

** **** ****** **** **** **** ******** *** *** ****, so **** ***** ** ** ** ***** ** ** *** less.

****** **** **** *** ***** **** *** ***** ***, *** of *************** ** ***** **** *** ***-**** **** ** ************* ***** *** *** ***** ***** ** ***** ***** *** eat ** *** ********* *** ****. ***** ** *** ******, the ***** **** *****, *** *** ********* *** **** **/* anyway.

**** ******* ****** **** ***** **** **** ****, *** ** dropped **** (*** ** ******) ** *********.

* *****'** ***** ******* ** **** ****, *** ****** **** respect *** * *****-******** ******** **** ***.

***** ** *** **** ******?

* ***'* **** ** ** ********* *** ***** ***** ***** are**** ******* ********* ** *****;*** *********** *****'* **** *** ** ** *** **** *** stuff ** ****** *** *** ****. *** **'* *** ***-*** the ***** ****** **** ** *** ******* (****, *** ** is ***....) ** ** *** ***** ******* '****' ******** ** it.

**** * **** ****** ****** **** * ****** * ******* do ** * * ****** ******** *** $**.** *** ***** well **** ***** ******* * ***** ****** **** **** ** install **** *** ****.
* **** ** *** *** ******* *** ********* ****** *** "awesome" ***** ** ******. * ***'* **** ***** ** **** now ******* ************* ** **** **** ** ** **** ******* ** ******** in *** ********* **** ***** ** ** *******.....***... *** *****...***.
*** ***** *******. ***** ***** ** ** ***** ***** **** so **** ***********!! *** *** **** * *** ***** **** just ** ****** **** ****** ***********!!
***** *** *****'* * - * **** ****** ** *** bay ****!!
[**** *** **** ** *** ********-******** *****]

** ** ***** *** **** *** ****** **** * **** at ******'* ******:

****'* ** **** ******* ** ********...