We engaged with a client who asked us to advise them on a universal rate card for the resource they were providing to end customers. As the client sourced candidates from various providers, the cost varied greatly, even between 2 professionals for the same role.
In order to avoid our client losing significant business due to lack of uniformity in their rates, we put together a formal rate card for them to use. We negotiated the costs across the different providers and consolidated them in one rate card that the sales team could use. This ensured that contractors were priced equally against each other but also that the customers were getting a competitive price.
Having one uniform rate card allowed the sales team to sell resource with confidence, knowing there was structured pricing. The clear structure allowed them to clearly explain the prices of the resource and negotiate where necessary. The rate card enabled the client to improve their relationship with end customers as they trusted the information they were being given.