Unlock potentially €20K savings with this pricing tip

Here is a pricing tip that costs almost nothing to implement but can save your organization tens of thousands of euros over time: document every pricing decision you make.

That sounds almost too simple, so let me explain why it matters more than you think.

The hidden cost of undocumented decisions

In most organizations I work with, pricing decisions happen in meetings, email threads, and Slack conversations. Someone decides to offer a 15% discount for a specific deal. Someone else sets a new price point for a bundled offering. A third person adjusts the rate card for a particular segment.

Six months later, nobody remembers why those decisions were made. The context is gone. The reasoning is lost. And what happens next is predictable:

• The same debates happen again. Teams spend hours discussing decisions that were already made and resolved.
• Inconsistent pricing creeps in. Different people make different assumptions because there is no shared record.
• Mistakes get repeated. A discount that eroded margin on a previous deal gets offered again because nobody documented the outcome.
• Onboarding takes longer. New team members have no way to understand the rationale behind current pricing without interrogating five different colleagues.

Each of these carries a real cost. When I add up the time wasted in redundant discussions, the margin lost to repeated mistakes, and the slow onboarding cycles, a conservative estimate of 20K per year is not unusual for a mid-sized B2B company.

The solution: a pricing decision log

Pick a tool (I recommend Miro, Notion, or Obsidian depending on your team’s preferences) and start logging every pricing decision. Each entry should capture:

1. The decision itself. What was changed, added, or approved?
2. The date. When was this decided?
3. The rationale. Why was this the right call? What data or logic supported it?
4. The stakeholders. Who was involved in making the decision?
5. The expected outcome. What did you expect to happen as a result?
6. The actual outcome. (Fill this in later.) What actually happened?

That last point is where the real learning happens. When you track expected versus actual outcomes, you build an increasingly accurate understanding of how your pricing decisions play out in reality.

Which tool to use

• Miro works well if your pricing discussions are visual and collaborative. You can create decision boards with sticky notes, timelines, and links to supporting documents.
• Notion is excellent for structured databases. You can build a pricing decision table with filters, tags, and linked pages for deeper context.
• Obsidian is my personal favorite for individual pricing consultants. It is lightweight, works offline, and the linking system makes it easy to connect related decisions over time.

The tool matters less than the habit. Pick one that your team will actually use and commit to logging decisions consistently.

Start today

You do not need a fancy system to begin. Open a document, create a simple table, and start capturing decisions as they happen. Within three months, you will have a pricing knowledge base that saves time, prevents mistakes, and compounds in value with every entry.

The 20K in savings? That is the conservative estimate. The real value is in building a pricing culture that learns from its own history.

Want to explore how this applies to your business? Book a conversation.