A defensible list price is not a pricing tactic. It is a commercial discipline. The vendors with the strongest pricing power in legal tech publish list prices, hold them in 80%+ of deals, and discount only with explicit approval and clear strategic justification.
In this article, we examine why list-price discipline matters, the discount triggers vendors should accept, along with discount authority frameworks. Plus, a step-by-step process to recover from a discount-everything sales culture, the discount that costs you nothing and the pros and cons of publishing list prices.