Mid-sized workstream — Margins
Margins: knowing where your profitability is made.
Without a reading of margin by offer and by client, pricing decisions are made by feel and discounts creep in. This workstream makes visible what pays off, what costs, and what to arbitrate as a priority.
Symptoms
The signals you probably recognise.
- Discounts are granted case by case, with no framework or tracking.
- Prices haven't been reviewed for several fiscal years despite rising costs.
- Impossible to say which offer genuinely carries the company's profitability.
- Some large contracts keep the team busy and yield very little.
- The year-end result comes as a surprise, in either direction.
Impact
What it really costs.
Two margin points lost across the whole business often represent several months of profit: this is your primary source of growth financing.
of margin recoverable through pricing revision and discount governance.
in three often turns out loss-making once full costs are allocated.
to see the first effects of a new pricing grid.
Our approach
Four steps, a course you can hold.
- 1
Framing
A 60-minute conversation about your business model, your offers and your cost structure.
- 2
Data-driven diagnosis
Calculating margin by offer, by client and by activity, allocating indirect costs.
- 3
90-day plan
Pricing revision, governed discount policy, arbitration of offer and client mix.
- 4
Guided implementation
Support for sales teams and monthly tracking of realised margin.
Deliverables
What you actually get.
Documents you can use from the following week, not a report gathering dust in a drawer.
- A margin matrix by offer and by client.
- A revised, well-argued pricing grid.
- A discount policy with thresholds and approval levels.
- A recalculated break-even point and a realistic margin target.
- A monthly margin tracking dashboard.
To go further
Related programmes.
Frequently asked questions
What business owners ask us.
- Properly prepared and justified, a targeted increase results in marginal losses, largely offset by the margin gain. We work on the rationale and sequencing client by client.
- No, it complements it. The accountant ensures the reliability of the accounts; we turn that data into pricing, offer and sales priority decisions.
- No. We rebuild a simple analytical reading from existing data, sufficient to decide.
A first 60-minute conversation, no strings attached.
We start from your real situation, identify the two or three levers that matter, and you leave with a clear view of what comes next.