Our customers don't have a lot of spare time to compare prices within the industry. They put their trust in us, so we're very conscientious about self-policing our pricing. We take it very seriously, even role playing as customers to try and find flaws in our proposals.
The advocate vigorously tries to shoot down the proposal in front of them, making the proposer defend why their pricing is good for the customer. If we can't come up with a convincing argument defining how our proposals have the customer's best interests in mind, we won't try to offer them up to anyone. It's just not worth it.
We're in business to make money, true, but we can't do that without customers. The most valuable asset we have is the trust our customers place in us. We guard it carefully.
After being in business since 1991, we've seen it all. This is where we share a little bit of what we have picked up over the years.