🏢 Stage 6 — Commercial Model & Pricing
🎯 What the Stage Is For
To define:
“How much will this cost and how will we charge?”
👥 Who Is Involved
Customer Side
| Role |
Involvement |
| Procurement |
Involved during evaluation phase |
| Finance |
Reviews cost and financial viability |
Service Provider Side
| Role |
Responsibility |
| Finance Team |
Defines pricing structure and margins |
| Sales |
Aligns pricing with deal strategy |
| Delivery Leadership |
Validates cost vs delivery feasibility |
🛠 What Gets Produced
| Output |
Description |
| Pricing Model |
Overall commercial approach |
| Time & Material |
Pay for effort |
| Fixed Price |
Defined scope with fixed cost |
| Managed Services |
Recurring operational cost model |
| Cost Breakdown |
Detailed cost components |
| Margin Analysis |
Profitability assessment |
⚠️ What Can Go Wrong
| Risk |
Impact |
| Underpricing |
Leads to financial losses during delivery |
| Overpricing |
Reduces competitiveness and may lose the deal |
| Hidden costs |
Creates trust issues with the client |