Adjust the baseline to the final deal price
Takes the rate-card baseline and reasons to the specific final price for this buyer — weighing deal size, complexity, urgency, strategic value, payment terms, and any agreed discount or uplift — with the rationale stated so it can be defended.
In / outRate-card baseline + deal context (size, urgency, strategic value, payment terms) → final deal price with stated rationale
You might say…
“I always second-guess the final number because I can't articulate why I moved from the baseline.”
What it does
Take the rate-card baseline and reason to the specific number for this buyer — weighing deal size, complexity, urgency, the client's strategic value, payment terms, and any agreed discount or uplift — and state the rationale so it can be defended. Used once per deal to arrive at the price that goes into the proposal.
Trigger: Use once per deal to arrive at the price that goes into the proposal, after the rate-card baseline is set.
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The primitives are the commodity part. The fastest next step is a conversation about composing them into something that works for you.
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