Measure Your Discounts

I was recently reminded of a great practice for all professional firms to get into the habit of doing, namely measuring discounts. Most firms I work with do not, but I think this is serious mistake.

I would measure discounts on all aspects of your business. For those of you who sell products in addition to services and knowledge this means measuring the amount of discounts you are giving in each area.

Many of you know I am not a big fan of measuring anything financial other than the basics, but I truly think measuring discounts will provide you with insight on how to become a better, more confident pricer.


  1. Sure, Mike and thanks for your comment.

    The idea would be that any time you reduce your price you should book revenue at full value and then create an account where you post any reductions to price you give.

    My belief is that if you see exactly how much you are lowering your price it would make you a more assertive pricer.

Speak Your Mind


Time limit is exhausted. Please reload CAPTCHA.