Margin Leakage Starts in Approval Logic, Not in the Discount
Margin leakage in approvals starts when scope, risk and service movements are accepted before teams define what can be traded.
Invisible Margin Loss
3 posts
Invisible Margin Loss focuses on the commercial value that disappears before teams recognise it as margin leakage.
These articles examine how margin is weakened by procurement pressure, weak approval logic, unclear deal boundaries, reactive concessions, hidden assumptions, and post-signature exposure.
The focus is not discounting alone. The focus is the system behind the loss: where value starts leaking, why teams often see it too late, and what must be controlled before margin protection becomes a rescue exercise.
“Fixed Criteria”: the Outcome Is Already Constrained
Procurement evaluation criteria can lock the outcome before commercial teams engage. Once scoring logic hardens, margin cannot be negotiated back.
Margin Lost Upstream: Before the RFP Arrives
Margin loss before the RFP starts when criteria, stakeholders and scoring logic shape the deal before commercial teams enter the process.