ESTIMATING AND PRICING — RECOGNIZING THE DIFFERENCE

“Rather than raising prices on this work, management would be better served by focusing on the work that fits the plant, and being straightforward with clients about what fits and what doesn’t.

“In the long run,” he adds, “neither the customer nor the printer benefits from using inflated prices to discourage work. When customers eventually realize they’re paying inflated prices, you won’t have a happy customer.”