Monday, 12 March 2018

100% Quote Acceptance Is Bad

Having your quote accepted or chosen all the time can be a source of pride, but that's misguided.

It does not necessarily mean literally everybody and his dog agrees you're the best.

If you think they believe're the best bang for the buck, that's closer to it, but not yet there.

Unless your quote is outside their spending limit, the decision comes down to two things:
  • how much value they get for what they pay
  • the alternatives (BATNA) and the cost (or bother) of pursuing them
All of these factors are subjective. They depend on personal tastes, needs and circumstances.

If everybody always agrees you're the best choice regardless of the entire range of subjective differences, this means your pricing is 'objectively'[1] a bargain by a large margin. So large it always outweighs all other factors in the judgement, no matter who's judging.

Next, if nobody ever complains about not being able to afford you, it not only means everybody can afford you easily (which is not bad per se, if that's your mission), it also means nobody will even try pretending otherwise.

… Which means, most likely, you're charging way below your league.

If nobody can ever undercut you, most likely you're the one doing the undercutting. Ooops!

Perhaps you just forgot to give yourself a raise. For ten years or so.

[1] Intersubjectively, but let's not go there.

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