Cost-to-Serve Objection Handler

battlecard A sales leader says cost-to-serve analysis will punish the biggest customer just before renewal. They are our biggest customer; margin analysis will damage the relationship and slow the renewal. The goal is to keep the relationship healthy by pricing the work they actually use, not by hiding service load until renewal becomes painful. If custom reporting, support escalations, and billing corrections consume the margin, we should reprice the service model or narrow scope before both sides become frustrated. The response reframes activity-based costing as relationship sustainability rather than finance policing. It validates the commercial priority while making hidden service…

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