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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
Oct 2, 20231 min read
100 Thoughts on Pricing: #53
If you want your teams in ops, sales, and finance to act and feel more like owners of the business, one way to do this is grant them more...
Joel White
Sep 29, 20231 min read
100 Thoughts on Pricing: #52
Most companies I work with offer dozens or more types of services and/or multiple types of technologies, often performed or licensed...
Joel White
Sep 28, 20231 min read
100 Thoughts on Pricing: #51
A key reason I focus so much on keeping cost rates current is because I find so many companies only update their pricing as often as they...
Joel White
Sep 27, 20231 min read
100 Thoughts on Pricing: #50
Signs that point to your pricing profitability estimates being off base: wide divergence from P&L profitability outdated cost basis...
Joel White
Sep 26, 20231 min read
100 Thoughts on Pricing: #49
Fortunately, most pricing tools at least try to estimate profitability. Unfortunately, most do so incorrectly. What has surprised me the...
Joel White
Sep 25, 20231 min read
100 Thoughts on Pricing: #48
This will be the first of several thoughts focused on why it's critically important to know the profitability of your pricing....
Joel White
Sep 22, 20231 min read
100 Thoughts on Pricing: #47
Service providers need to think carefully before simply adding new technology fees to their pricing. Is the technology truly mandatory, ...
Joel White
Sep 21, 20231 min read
100 Thoughts on Pricing: #46
Everyone loves revenue growth, but growth destroys value if your business has poor ROIC. Eliminating underpricing, and negotiating...
Joel White
Sep 20, 20231 min read
100 Thoughts on Pricing (and Finance): #45
ASC606 revenue accounting is probably the worst accounting standards release in my lifetime. Complaining about it doesn't help anything,...
Joel White
Sep 19, 20231 min read
100 Thoughts on Pricing: #44
If you have an excellent sales and marketing team, strong repeat business, reputable product and service, but poor progress on winning...
Joel White
Sep 18, 20231 min read
100 Thoughts on Pricing: #43
Consider including a contractual obligation on the part of the client to promptly deliver POs where required by them for payment. At...
Joel White
Sep 15, 20231 min read
100 Thoughts on Pricing: #42
Know how your client operates regarding POs and stay ahead of their requirements. Increasingly AP systems are tied to PO systems and...
Joel White
Sep 14, 20231 min read
100 Thoughts on Pricing: #41
Service providers make money through providing services, not currency arbitrage- so it's usually good business practice to structure...
Joel White
Sep 13, 20231 min read
100 Thoughts on Pricing: #40
It's far more cost effective to hedge currency exchange risk through your customer contracts than through a bank. How to do it.
Joel White
Sep 12, 20231 min read
100 Thoughts on Pricing: #39
In certain time-sensitive change order situations, you may need to take the pricing "offline" (out of the pricing tool) to turn things...
Joel White
Sep 8, 20231 min read
100 Thoughts on Pricing: #38
Working out of scope puts your customer at significant risk, in more ways than you may realize: in highly regulated industries you could...
Joel White
Sep 7, 20231 min read
100 Thoughts on Pricing: #37
Although working out of scope for free is one of the fastest ways to ruin for service providers, the top destroyers of service providers...
Joel White
Sep 6, 20231 min read
100 Thoughts on Pricing: #36
I say that Change Orders are a brutal but necessary business because one of the fastest ways to get your financial butt kicked as a...
Joel White
Sep 5, 20231 min read
100 Thoughts on Pricing: #35
First in a series of thoughts on a topic that can make or break service and technology providers- scope change. As the former "change...
Joel White
Sep 1, 20231 min read
100 Thoughts on Pricing (and Finance): #34
Late fee notifications are often more effective than other remedies. A/P teams don’t want late fees on their books at year-end. No legal...
Joel White
Aug 31, 20231 min read
100 Thoughts on Pricing: #33
Develop pricing tools that are good at pricing. If it can help give you information and integrations for your project management,...
Joel White
Aug 30, 20231 min read
100 Thoughts on Pricing: #32
Critical items I find companies are often missing or misusing in their cost rate calculations: bonus eligibility per role 2,080-hour...
Joel White
Aug 29, 20231 min read
100 Thoughts on Pricing: #31
If a customer requires you to submit your pricing in their format, send your format and use your format in the contract too. Your pricing...
Joel White
Aug 28, 20231 min read
100 Thoughts on Pricing: #30
Most outsourcing consultants charge by the hour, so it's no surprise you have to answer dozens of barely relevant RFI questions and...
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