EraNorth Insights

Decision-grade thinking for complex work.

Professional knowledge and strategic perspectives across strategy, projects, operations, engineering, transformation and business performance.

What a Discount Request Is Actually Reporting

A buyer asking for a discount reports one of two failures: they hold alternatives, or they hold objections. The repairs are opposite, and confusion is costly.

commercial strategycompetitive advantagediscountingentry barriersmargin managementpricing

Business Models and Growth

Price Is a Share of Value Created, Not a Markup on Your Cost

Costing gives you a floor, never a price. The harder question is who inside the organisation may see that floor, because all who see it argue down to it.

commercial governancedecision rightsmargin managementpositioningpricingvalue quantification

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