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What's Too Cheap?

Everybody likes a discount, but this banker argues companies looking for too much could delay development of needed technologies

By Staff Writer | Updated on October 01, 2006

Providers of transaction banking services may be consolidating and increasingly investing in their product lines, but neither trend has reversed the downward trajectory that the pricing of these banking services has followed for the past several years. Buyers were quick to seize upon improvements in the costs of processing from new technologies and have pressured providers to match one another.

But will buyers’ demands result in what is best for them? In recent years, the fixation seems to have been on costs alone, regarding as less important the qualitative distinctions among providers. Motivated by market share pressures, providers too often accede to, and even actively promote, unit pricing that is not indicative of the complete end-to-end delivery cost–pricing that can best be described as irrational.

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