Project support / Manufacturer
How do we protect our margin when a customer keeps changing the order?
Updated
Put a change clause in every quote. It should say that changes are priced and that production waits for approval.
How it flows
Price from real figures: material, labour, machine time and lost output. Include the cost of delay to other orders.
Keep a running total of change value per order. When it nears a set share of the order, speak to the customer.
Daily tracking makes this possible, because you see the change the day it arrives.
Protect margin by pricing each change before you do the work, using a change clause in the order terms and refusing to start without written approval.
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