The hidden cost of discounting in technical industries
Discounting rarely appears problematic in isolation. A small concession to close a deal. A minor adjustment to maintain a relationship. A short-term reduction under competitive pressure.
Individ…
How to price based on risk exposure (not just cost)
Industrial pricing conversations often center on cost structure, competitive benchmarking, and margin targets. Far less frequently do they begin with a disciplined evaluation of risk exposure. Yet …
What private equity firms get wrong about sales transformation
Many private equity firms prioritize their sales transformation early in the hold period since margin expansion, growth acceleration, and competitive positioning all depend on commercial execution….
Why your customers make bad buying decisions (and how to stop enabling them)
Companies often celebrate when customers “come back” after having left for a presumably cheaper option. But this return shouldn’t be a story of vindication. It’s a sign of failure.
When that cus…
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Holden Advisors is a team of experts in pricing and sales performance.
We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
