Buyer question
Why do apparently good deals lose margin?
Because the price can be right while the promise is wrong.
Principle
Hidden effort
Custom work, reporting, support and implementation exceptions add cost-to-serve.
Principle
Timing
Compressed delivery reduces flexibility and often increases staffing or rework.
Principle
Commercial interaction
Discount, payment terms, SLA and scope can compound even when each exception looks manageable.
The aim is faster commercial clarity—not more approval steps.