Ledbury Housing Managed Service Pricing
Pricing proposal deck
Eleven slides from Halstead & Rowe, an invented managed IT provider, to Ledbury Housing Association, an invented buyer with 1,400 users across 22 sites. The recommendation is named on slide two and repeated on the option matrix. The comparison is run against what the buyer already spends rather than against a competitor quote, and the exclusions get a slide of their own because that is where a fixed price is actually defended.
Every slide, in order
The whole deck as it renders, one slide after another. Read it the way the audience would.
The structure
What each slide is doing, so you can reuse the order even with different content.
- Slide 1cover
- Names the buyer, the contract and the validity date, so the document cannot be quoted back a year later.
- Slide 2intro
- The whole proposal in one paragraph, because a pricing deck is read backwards and this is where people land.
- Slide 3pillars
- Answers what is actually being bought before any number appears, in three plain paragraphs.
- Slide 4comparison
- The three options side by side, with the recommendation marked, so the buyer chooses rather than accepts.
- Slide 5pricing
- The line by line price, because a headline figure without a breakdown is what gets renegotiated.
- Slide 6framework
- Shows what actually moves the number, so a request for a discount becomes a conversation about scope.
- Slide 7comparison
- Puts the exclusions and the assumptions on their own slide, which is where a fixed price is actually defended.
- Slide 8metrics
- Compares the recommendation with what the buyer already spends, which is the only comparison they trust.
- Slide 9content
- The commercial terms in seven lines, so nothing important is left to the contract pack nobody reads.
- Slide 10timeline
- Five dated steps that end in a decision, so the proposal asks for something specific.
- Slide 11closing
- One next step rather than a contact directory, because the proposal has already asked for a date.
What makes this deck work
It recommends one of the three
The middle option is named on slide two, badged on the matrix and costed in the table. Three options give a buyer a choice; a stated recommendation stops the choice becoming a negotiation about the cheapest one.
The cheapest option is shown to be dearer
The caption under the price table adds the device capital and hourly out of hours the buyer would still pay under the entry tier, taking its real cost close to the recommendation. It is the one comparison a buyer cannot make on their own.
What moves the number is a diagram
Five variables with a price attached to each, so a request for a discount becomes a conversation about users, sites, hours, devices or certification. It converts haggling into scoping, which is the only version a fixed price survives.
Questions people ask
How many pricing options should a proposal show?
Three, with one recommended. The effect of a third option on choice is well documented in behavioural pricing research, but it only works when the options are genuinely different rather than padded, and when the dominated one is obvious.
Should the price come at the front or the back of the deck?
Summarise the recommendation early and put the line detail late. This example states the recommended annual figure on slide two and the schedule on slide five, because a pricing proposal is usually read backwards from the number.
How do I present tiers without inviting a discount request?
Attach every price to something removable. Once the deck shows that four fewer sites or a longer device cycle changes the figure, the conversation moves to scope. Renaming the section as the investment rather than the cost is a common convention.
What belongs in scope and what belongs in terms?
Scope is what is delivered and what is excluded. Terms are how it is bought: length, indexation, invoicing, credits, termination and data exit. This example gives each its own slide and keeps the contract pack for the detail.
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