August 29, 2016

Reader question about not listing discounts as a line item

List member John T wrote in to ask:

I really like how you say that you’ve taken the non-profit status and mission into consideration, but I’m a little confused by why you don’t include a line like 20% non-profit discount. If you’ve taken it into consideration, why would you not make it explicit and make the client feel more warm and fuzzy by putting that line in there? Maybe it was only a 5% discount, or maybe it was really a -20% discount (for having to deal with their crazy RFP process), but can’t you easily pad the original quote just so that you can put that 20% discount on there?

Fair question. Here are my thoughts on it:

Bottom Line

You don’t want to be the cheapest option, you want to be the best option.