"Even though we provide a highly technical and complex solution, we find that our prospects, and even our most knowledgeable customers, are forcing us to compete as a commodity with severe pricing pressures. It's tough to hold margins."
Let's face it, the more complex the situation becomes, the more people try to simplify things, and the simplest differentiator is price. In negotiating, knowledge is strength. We will define the critical elements that define a "knowledge bridge" from your customer's critical issues to the added values of your solution. Your people will establish the credibility of your solution at a financial level that will eliminate pricing pressures.