From today forward, I will be blogging exclusively on LinkedIn. LinkedIn calls it a "newsletter", the home page for which is here. On...

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...

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...

There was supposed to be a serious recession in 2023, but it never came. Instead, economic growth is strong, inflation is rapidly...

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...

Pricing leaders have a great opportunity and- I'd submit, a great obligation- to influence the organization towards keeping its...

Last thought on pricing mistakes- if your pricing is delivered by humans, there will be mistakes. The vast majority of pricing...

Sometimes you will realize a significant pricing mistake after the pricing was sent but before a contract is signed. I don't care what...

Sometimes you will price an offering incorrectly. Say you price an offering for a customer today at $35,000, the customer signs up, and...

Compared to 2021-2022, price competition is more intense, while inflation is clearly declining, the labor market is loosening up, and the...

Extreme bias alert here, but I find pricing professionals benefit tremendously from spending time in contracts and operations roles (I...

Over the years I've seen a variety of performance incentives / bonus plans for pricing teams- sales based, activity based, quality based,...

"% lost due to price" is a loaded metric for complex service providers operating in competitive industries. You rarely bid on a truly...

In a noncompetitive / sole source situation, skip the proposal and send a contract instead. Otherwise you're just adding needless rounds...

Should you post your pricing to your website? Broadly speaking, the more you are able to commit to the same pricing for most customers,...

"up to" is your friend when it comes to fixed pricing, especially for services charged on an availability versus usage basis. The monthly...

Signs that you may indeed need to reduce price to correct an overcapacity issue: existing customers are giving you less work and naming...

Examples of causes of overcapacity to look into before simply cutting price to try to win more business: poor resource management on...

When faced with overcapacity, cutting price isn't the way to solve the issue unless losing business due to overpricing is the actual...

Optimizing for T&Ms: for services where you are charging for the availability of the resource and not simply its actual utilization,...

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...

Optimizing for T&Ms: a common reason hourly contracting is chosen over fixed price is heavy use of hourly based subcontractors*. Ensure:...

Optimizing for T&Ms: when billing hourly, the billing categories on your invoice should match those in your contract wherever possible....

Optimizing for T&Ms: From time to time you might agree to charge hourly for something you normally charge a fixed price. Consider...