See the pound effect, not only the percentage
If a £10,000 quote contains £2,000 profit, an £800 discount removes 40% of the expected profit even though the customer describes it as only 8% off the price.
Do not negotiate against yourself
Ask what the customer needs to achieve. The problem may be the total budget, cash timing, an optional item or uncertainty about value. Cutting the whole quote may solve none of those precisely.
Alternatives to a bare discount
- Remove or defer part of the scope.
- Change a material or finish.
- Split optional work into another phase.
- Change the programme where it reduces cost.
- Increase the deposit or improve payment timing.
- Keep the price and explain the scope more clearly.
A calm response
“I can look at the total with you. Rather than quietly reducing the work or quality, let us identify what can change in the scope, materials or timing so the price and what you receive still match.”
When the answer may be no
If the reduced price falls below true cost, leaves an unacceptable return for the risk or requires funding the customer’s materials, declining the job can protect time for better work.
Use your own figures
The guide explains the decision. The calculator shows what that decision does to a real job.
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