Q: Pete, one of our best long-time customers recently asked us for pricing on their next two-year contract. At the time, our backorders were high against our production capacity so I sent them a high price, assuming they would try to negotiate it down. But they shocked me by simply accepting it.

Among our company’s core values are integrity and honesty, so I went to my boss for help in developing a solution. He was somewhat amused and counseled vaguely that I “let my conscience be my guide.” How do I resolve this situation in a way that respects our long-term customer relationship yet maximizes the profits for our company?