When a Customer Asks for a Lower Price

A customer asks for a lower price. They may need budget certainty; the provider may need to protect delivery time, scope, or support. A quick discount can settle the number while leaving the exchange unclear.

What should be made explicit before either side proposes a trade-off? For example, could a narrower scope or different delivery timeline meet the customer’s need while keeping the provider’s commitment workable—or would that shift too much risk to one side? What makes the options feel genuinely comparable, rather than a discount dressed up as agreement?