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

How do we protect our margin when a customer keeps changing the order?1. Quote with a change clause2. Price each change3. Approve before work4. Track total change value

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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