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Commercial Terms That Protect Margin in Red Oceans
February 15, 2026by Dr Dawkins Brown
How to use scope, acceptance, and change control to prevent “silent loss-making work” (EDGECRAFT™) Executive summary In Red Ocean markets, firms often try to defend revenue by cutting price—or by “keeping the client happy” through flexibility. The result is predictable: scope expands, revisions multiply, senior time gets consumed, invoices are delayed, and margins collapse quietly....
