Pricing Decision Sheet
Use this sheet to compare a proposed price with delivery cost, target margin, customer value and commercial risk.
Working record
| Check | What to do | Evidence to retain |
|---|---|---|
| Cost basis | Separate one-off implementation, recurring operation and exit costs. Check each billing unit against the source quotation. | Cost line, source, currency, period and exclusions. |
| Target margin | Specify the share of selling price that should remain after the defined costs. Recalculate when costs or discounts change. | The target margin record, its source and the person responsible for resolving missing evidence. |
| Customer value | State which customer group the decision concerns and what it needs to accomplish. Distinguish observed feedback from an internal assumption. | Account segment, observed need and supporting evidence. |
| Discount room | Compare the discounted price with modeled unit cost and the minimum acceptable contribution. | The discount room record, its source and the person responsible for resolving missing evidence. |
| Decision note | Record the chosen option, assumptions and the evidence that would prompt reconsideration. | The decision note record, its source and the person responsible for resolving missing evidence. |
Review the decision
Use this sheet to compare a proposed price with delivery cost, target margin, customer value and commercial risk. Keep cost basis, target margin, customer value attached to the conclusion so the next owner can challenge the assumptions. Resolve missing evidence before treating this record as approval.
Continue the decision
Markup vs Margin: The Pricing Difference That Changes the Number · How to Price a Service Without Guessing.
Calculation and source notes
Keep the displayed formula, input units and model scope with the result. Corrections or questions can be sent through the request section on this page.
Content updated: October 11, 2026