The Price Nobody Charged · Chapter Three

The Clause in the Drawer

An unused clause is a promise to oneself that broke, and the remedy is a decision, taken in the open.

Ammanuel Santa Anna · ORCID 0009-0008-3244-0306

Chapter Three of The Price Nobody Charged: Finding the Revenue an Organisation Has Already Earned.

Abstract

An unused clause is a promise to oneself that broke, and the remedy is a decision, taken in the open. It is eight o'clock on a Wednesday in March, and the commercial manager of a firm that supplies cleaning chemicals to food factories has a contract open on her desk. It is a five-year supply agreement with the firm's second-largest customer, a maker of chilled ready meals, signed four years ago. The new finance director asked last week for a list of every contract with a price-indexation clause, and this is the fourth she has read this morning. Her coffee is going cold in a mug with the customer's logo on it, a gift from their last site visit. Clause nine is the one she was looking for. On each anniversary of the agreement, the prices in the schedule move with a published index of chemical costs, up or down. The anniversary is the first of March. It has passed three times. The prices on the invoices are the prices in the original schedule. The index has risen every year.

Read the PDFRead the whole bookdoi:10.5281/zenodo.23989128

Cite this chapter

Santa Anna, A. (2026). The Clause in the Drawer. In The Price Nobody Charged. Luminous Prosperity Inc. https://doi.org/10.5281/zenodo.23989128

@incollection{santaanna2026the3,
  author    = {Santa Anna, Ammanuel},
  title     = {The Clause in the Drawer},
  booktitle = {The Price Nobody Charged},
  chapter   = {3},
  publisher = {Luminous Prosperity Inc.},
  year      = {2026},
  doi       = {10.5281/zenodo.23989128},
  url       = {https://business.hautelumiere.life/library/the-price-nobody-charged/03-the-clause-in-the-drawer/}
}

References

  1. Macaulay, S. (1963). Non-contractual relations in business: A preliminary study. American Sociological Review, 28(1), 55–67. https://doi.org/10.2307/2090458
  2. Zbaracki, M. J., Ritson, M., Levy, D., Dutta, S., & Bergen, M. (2004). Managerial and customer costs of price adjustment: Direct evidence from industrial markets. The Review of Economics and Statistics, 86(2), 514–533. https://doi.org/10.1162/003465304323031085

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  1. Chapter OneThe Line Below the Invoicedoi:10.5281/zenodo.23989122
  2. Chapter TwoThe Favour on a Fridaydoi:10.5281/zenodo.23989124
  3. Chapter ThreeThe Clause in the Drawerdoi:10.5281/zenodo.23989128
  4. Chapter FourThe Claim That Came Backdoi:10.5281/zenodo.23989130
  5. Chapter FiveThe Last Week of the Quarterdoi:10.5281/zenodo.23989133
  6. Chapter SixThe First Ninety Daysdoi:10.5281/zenodo.23989137
  7. Chapter SevenThe Field Manualdoi:10.5281/zenodo.23989139

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The licence

Free to read, share, quote, translate and teach, non-commercially, for ever, under the Luminous Library Licence 1.0. Every other right is the Author’s. Deposited on Zenodo in the Luminous Prosperity community.