Adele McLean talks about finding your pricing purpose in this week’s video blog. Find out if you have succumbed to some of the common pricing pitfalls, like cost-plus and market-based pricing, and how to get your pricing priorities back on track.
Backbone for Big Law As someone who has spent over a decade in law firm business development, I can think of no better industry that should adopt Negotiating with Backbone. While lawyers are fantastic at negotiating on behalf of their clients, they abhor negotiating on their own behalf. The results: discounted fees and declining realization. A decade ago, realization hovered… Read More
As a pricing professional, I always love to quote the study that a 1% improvement in price leads to 11% in operating profit, whereas a 1% increase in volume sold improves only by 3.3%. If the business case for managing and improving price is so apparent, why don’t more companies do it? There are multiple factors why a price improvement… Read More
An RFP Just Arrived… An RFP just arrived in your email. No, you were not expecting this RFP: it came out of the blue. It could have come from that company, that organization, or that agency you have approached time and again. You might have already been doing business or never worked with them at all. That does not matter,… Read More
Reduce, Reuse, Recycle: Reinforcement for Lasting Change Let’s face it, Sales transformation is all about change. Change is all about choices. But how do you support change that lasts? Choose reinforcement. We all want to avoid the revolving door of sales training programs that sap morale and have you searching high and low for ROI. How can you reduce the… Read More
Last week, big city mayors across the US received the kind of news they dream about: Amazon is looking for a second corporate headquarters, with the promise of billions of dollars of investment and a potential of 50,000 new jobs.1 Time for negotiating tactics. Get to work on that proposal – re-election awaits! While Amazon’s unusual tactics have caught the… Read More