ESTIMATING AND PRICING — RECOGNIZING THE DIFFERENCE

Adhering to a well-thought-out pricing strategy helps a company maintain its financial integrity, adds Cone. He stresses that exceptions to this strategy can be made in special circumstances, but notes that they’re no longer exceptions if they’re happening every day or every week.

“Clear pricing goals and practices create smoother sales management and financial management, and make it easier to change direction when the company’s objectives change,” he concludes.