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Joel's MarketReCap
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Important Note: going forward, all blog posts are posted to my LinkedIn newsletter, which can be subscribed to here. Thank you!
Joel White
Jan 171 min read
Important: Change in Subscription
From today forward, I will be blogging exclusively on LinkedIn. LinkedIn calls it a "newsletter", the home page for which is here. On...
Joel White
Dec 28, 20231 min read
100 Thoughts on Pricing: Final Thought
Price for the future, not the past. It doesn't matter that it took 6 hours a month on average to manage sites the past 3 years, or merits...
Joel White
Dec 27, 20231 min read
100 Thoughts on Pricing: #99
What if 2024 turns out to be a banner year for economic performance? Does your pricing support the investments you'll need to make in...
Joel White
Dec 26, 20231 min read
100 Thoughts on Pricing: #98
There was supposed to be a serious recession in 2023, but it never came. Instead, economic growth is strong, inflation is rapidly...
Joel White
Dec 22, 20231 min read
100 Thoughts on Pricing: #97
Tis the season for annual renewals. If your customer has a renewal expiring at year end, and they've been dragging their feet, you need...
Joel White
Dec 21, 20231 min read
100 Thoughts on Pricing: #96
Pricing leaders have a great opportunity and- I'd submit, a great obligation- to influence the organization towards keeping its...
Joel White
Dec 20, 20231 min read
100 Thoughts on Pricing: #95
Last thought on pricing mistakes- if your pricing is delivered by humans, there will be mistakes. The vast majority of pricing...
Joel White
Dec 19, 20231 min read
100 Thoughts on Pricing: #94
Sometimes you will realize a significant pricing mistake after the pricing was sent but before a contract is signed. I don't care what...
Joel White
Dec 18, 20231 min read
100 Thoughts on Pricing: #93
Sometimes you will price an offering incorrectly. Say you price an offering for a customer today at $35,000, the customer signs up, and...
Joel White
Dec 14, 20231 min read
100 Thoughts on Pricing: #92
Compared to 2021-2022, price competition is more intense, while inflation is clearly declining, the labor market is loosening up, and the...
Joel White
Dec 13, 20231 min read
100 Thoughts on Pricing: #91
Extreme bias alert here, but I find pricing professionals benefit tremendously from spending time in contracts and operations roles (I...
Joel White
Dec 12, 20231 min read
100 Thoughts on Pricing: #90
Over the years I've seen a variety of performance incentives / bonus plans for pricing teams- sales based, activity based, quality based,...
Joel White
Dec 11, 20231 min read
100 Thoughts on Pricing: #89
"% lost due to price" is a loaded metric for complex service providers operating in competitive industries. You rarely bid on a truly...
Joel White
Dec 6, 20231 min read
100 Thoughts on Pricing: #88
In a noncompetitive / sole source situation, skip the proposal and send a contract instead. Otherwise you're just adding needless rounds...
Joel White
Dec 5, 20231 min read
100 Thoughts on Pricing: #87
Should you post your pricing to your website? Broadly speaking, the more you are able to commit to the same pricing for most customers,...
Joel White
Dec 4, 20231 min read
100 Thoughts on Pricing: #86
"up to" is your friend when it comes to fixed pricing, especially for services charged on an availability versus usage basis. The monthly...
Joel White
Nov 29, 20231 min read
100 Thoughts on Pricing: #85
Signs that you may indeed need to reduce price to correct an overcapacity issue: existing customers are giving you less work and naming...
Joel White
Nov 28, 20231 min read
100 Thoughts on Pricing: #84
Examples of causes of overcapacity to look into before simply cutting price to try to win more business: poor resource management on...
Joel White
Nov 27, 20231 min read
100 Thoughts on Pricing: #83
When faced with overcapacity, cutting price isn't the way to solve the issue unless losing business due to overpricing is the actual...
Joel White
Nov 21, 20231 min read
100 Thoughts on Pricing: #82
Optimizing for T&Ms: for services where you are charging for the availability of the resource and not simply its actual utilization,...
Joel White
Nov 20, 20231 min read
100 Thoughts on Pricing: #81
Optimizing for T&Ms: deciding to contract on an hourly basis does not mean your entire budget has to be hourly. Mix in fixed price fees...
Joel White
Nov 17, 20231 min read
100 Thoughts on Pricing: #80
Optimizing for T&Ms: a common reason hourly contracting is chosen over fixed price is heavy use of hourly based subcontractors*. Ensure:...
Joel White
Nov 16, 20231 min read
100 Thoughts on Pricing: #79
Optimizing for T&Ms: when billing hourly, the billing categories on your invoice should match those in your contract wherever possible....
Joel White
Nov 15, 20231 min read
100 Thoughts on Pricing: #78
Optimizing for T&Ms: From time to time you might agree to charge hourly for something you normally charge a fixed price. Consider...
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