Situation brief
A long-standing prospect likes your proposed capability but says your price is 18 percent higher than another supplier. They want an immediate reduction before involving the final decision maker.
Your role
Account Manager responsible for retaining margin and progressing the opportunity
Counterparty
Procurement lead comparing your offer with a lower-priced competitor
Objective
Understand the value gap, defend commercial value and agree a credible route to decision.
Constraints
You may adjust scope or implementation phasing, but cannot discount without an exchange of value.
Evaluation criteria
Before you begin
Practise the judgement, wording and next-step discipline required in a realistic business conversation.
This is a practice environment. Respond naturally rather than trying to write a perfect textbook answer.
Write what you would actually say in the meeting. Specific examples, questions and commitments score better than theory.
After the roleplay, you will complete a short reflection and receive a score, transcript, feedback and action plan.