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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
Nov 14, 20231 min read
100 Thoughts on Pricing: #77
Optimizing for T&Ms: Hourly retainers can be made nonrefundable. The shorter the engagement, the more you should insist on these terms....
Joel White
Nov 13, 20231 min read
100 Thoughts on Pricing: #76
Moving on from pricing tools to T&Ms (hourly contracts)... Optimizing for T&Ms: If you're going to charge by the hour, at least bill for...
Joel White
Nov 10, 20231 min read
100 Thoughts on Pricing (Tools): #75
I recently mentioned conditional formatting as perhaps the Excel functionality I've most increased my use of it in pricing tools. The...
Joel White
Nov 9, 20231 min read
100 Thoughts on Pricing (Tools): #74
Here are some of the most common VBA/macro coding problems I find in Excel pricing tools: direct cell references (e.g., cell "E5") that...
Joel White
Nov 8, 20231 min read
100 Thoughts on Pricing (Tools): #73
Despite the drawbacks of macros in Excel pricing tools, what are some of the navigation improvements they work well for? for complex...
Joel White
Nov 7, 20231 min read
100 Thoughts on Pricing (Tools): #72
I view Excel VBA macros in pricing tools as the last-ditch option for functionality that simply cannot be programmed through normal Excel...
Joel White
Nov 6, 20231 min read
100 Thoughts on Pricing: #71
Here's how I typically structure the Excel VBA code for client exports: turn off screen flickering so the user doesn't see the screen fly...
Joel White
Nov 2, 20231 min read
100 Thoughts on Pricing: #70
Excel based pricing tools also suffer from lack of workflow automation, data analytics, and continuous integration with other company...
Joel White
Nov 1, 20231 min read
100 Thoughts on Pricing: #69
Excel based pricing tools certainly have their disadvantages compared to web based tools, chief among those information security. Any...
Joel White
Oct 31, 20231 min read
100 Thoughts on Pricing: #68
Excel based pricing tools are particularly well suited for companies with complex offerings involving numerous interdependencies. In such...
Joel White
Oct 30, 20231 min read
100 Thoughts on Pricing (Tools): #67
One of the great benefits of an Excel based pricing tool versus web or cloud based is its cost effectiveness on multiple levels: No...
Joel White
Oct 27, 20231 min read
100 Thoughts on Pricing (Tools): #66
Client exports from Excel pricing tools need to be easy to export, easy to copy and paste, and easy to read. The exporting piece should...
Joel White
Oct 26, 20231 min read
100 Thoughts on Pricing (Tools): #65
Quick tips to instantly improve the look and feel of your Excel based pricing tool: remove background gridlines replace hard black...
Joel White
Oct 25, 20231 min read
100 Thoughts on Pricing (Tools): #64
When I look at how I build pricing tools now versus 2+ years ago, conditional formatting stands out as the functionality where I've most...
Joel White
Oct 24, 20231 min read
100 Thoughts on Pricing (Tools): #63
A client won't award you a new project based on your color scheme, but they will notice when you've thrown loads of on-brand marketing at...
Joel White
Oct 23, 20231 min read
100 Thoughts on Pricing: #62
Pricing tools should reflect the branding of the organization. You don't need to be a graphic designer to make it look good, you just...
Joel White
Oct 18, 20231 min read
100 Thoughts on Pricing (and Finance): #61
Sometimes making one thing more efficient makes something else less efficient. That's life. In the world of project finance, we often...
Joel White
Oct 16, 20231 min read
100 Thoughts on Pricing: #60
During a brief foray into computer programming years ago, a term that stuck with me is to keep your code "DRY", i.e. "Don't Repeat...
Joel White
Oct 12, 20231 min read
100 Thoughts on Pricing: #59
Subsidizing unprofitable business lines from profitable ones becomes a very slippery slope. I once briefly worked at an organization with...
Joel White
Oct 11, 20231 min read
100 Thoughts on Pricing: #58
Tips on responding to / making decisions based on anecdotal customer feedback on pricing. Consider the source and their motives. Consider...
Joel White
Oct 10, 20231 min read
100 Thoughts on Pricing: #57
"Price discovery" is one of my favorite terms, but I don't use it in the technical economics sense. The technical sense is buyers and...
Joel White
Oct 6, 20231 min read
100 Thoughts on Pricing: #56
I don't view as T&Ms as evil or unethical, but their optimal use cases are few and far between. The common reasons T&Ms are used (unclear...
Joel White
Oct 5, 20231 min read
100 Thoughts on Pricing: #55
I've had zero clients complain about the number of hours I've spent on a project, or how they're categorized, or whether they should have...
Joel White
Oct 4, 20231 min read
100 Thoughts on Pricing: #54
Be careful basing your cost and pricing for new services, geographies, etc. on the cost profile of the first people you hire for that...
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