Post by Principled Selling®

Who pays the negative price for your short term pay off? In times where cost savings are high on the agenda, sellers are guilty of racing to discount, often unilaterally and without being asked. And buyers might apply pressure, act as though vendors are commodity providers and vendor management chases the revenue not the lifetime customer. Read on to see how this plays out and hurts NRR, EV, MOIC and EBITDA