Blog

Holden Advisors - Trusted partner to global organizations

Value Advice for Financial Advisors

Posted 22 May, 2017 | Posted in: News, Pricing
Richard HarringtonWritten by Richard Harrington

In an article in the Wall Street Journal last week, columnist Andrea Fuller detailed her journey through the frustrations of trying to find out the fees (read: price) she pays her financial advisor. Due to conflicts of interest, the WSJ does not allow reporters to invest in individual stocks, so she has a blend of mutual funds and Exchange Traded… Read More

Change Your Customer Relationship and Eliminate Profit-Eroding Bad Habits

Posted 07 Apr, 2017 | Posted in: Newsletter
Tannis AshworthWritten by Tannis Ashworth

I had lunch recently with Mark S., owner of a small manufacturing and distribution firm who announced, “I had to divorce one of my largest customers today.” I wasn’t taken back by his statement, as I have always known Mark to manage his business well. However, I was curious to know, “Why?” His response was simple, “We weren’t making any… Read More

A Culture of Asking Questions

Posted 07 Apr, 2017 | Posted in: Newsletter
Richard HarringtonWritten by Richard Harrington

Commentary by Richard Harrington From: “Bursting the CEO Bubble” by Hal Gregersen hbr.org, March/April 2017 In his excellent article in this month’s Harvard Business Review, Hal Gregersen details the issues facing senior leaders in organizations leading them to insulate themselves in a “cocoon.” The nature and power of their role leads employees often only telling them what they want to… Read More

Nothing Happens without an Order

Posted 07 Apr, 2017 | Posted in: Newsletter
Joanna VanDeWaterWritten by Joanna VanDeWater

Sales enablement is not about sales. “What? That doesn’t make sense,” you might think to yourself. I’ll go a little further. Sales enablement as a concept is flawed at its core. Bold words from someone who loves sales and makes a good living focused on sales enablement. Let me explain… I worked with an outstanding leader who often said, “Nothing… Read More

Market Elasticity: The Red Herring of B2B Pricing

Posted 07 Apr, 2017 | Posted in: Newsletter
Reed HoldenWritten by Reed Holden

It was a simple conversation with 40 pricing professionals, part of a “current events” topic in pricing session. Towards the end, one of the pricing directors for a line of machines raised her hand and said, “I’m about to have a special price promotion my product line of machines. What do you think?” Anyone in business just knows that dropping… Read More

Holden Advisors - Trusted partner to global organizations

The Consequences of a Discounting Culture

Posted 09 Mar, 2017 | Posted in: Pricing | Tagged: , ,
Richard HarringtonWritten by Richard Harrington

Car Makers Spend More on Discounts than Labor on a Car Elon Musk to Tesla employees: NEVER discount a car In a report that will concern a few but surprise no-one, it turns out that discounts from auto makers now cost these companies more per vehicle than direct labor costs. According to the Wall Street Journal, average sales incentives hit… Read More