Explore value-added options your clients and salespeople expect. Don't make decisions based upon numbers alone. Your competition is stepping on your heels, waiting for you to blow it. In addition, good salespeople are hard to find and groom. Don't send them forth to announce a price increase without putting an added value in the package.
Relationships are a mix of reality and perception.
Make sure you have your bases covered or your competition will cover them for you. Sue Mackey, of The Mackey Group, is a business consultant, columnist and lecturer.