Set the price point and commercial structure
Decides the commercial model, target margin, and price point for the pursuit — weighing client budget signals, competitive position, win probability, and risk to select the number, not compute it.
In / outEffort estimate + client budget signals + competitive context + risk profile → commercial model choice + margin target + price point decision
You might say…
“The pricing strategy is the decision I'm most accountable for — the effort model tells me what it costs, but I decide what to charge.”
What it does
Decides the commercial model (T&M, fixed, outcome-linked, retainer), the target margin, and the price point for this specific pursuit — weighing client budget signals, competitive position, win probability, and risk. Used after effort is estimated; this is the judgement that selects the number, not the arithmetic that computes it.
Trigger: Use after effort estimation is complete to decide the commercial structure and price before the fee model is computed.
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