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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
Aug 25, 20231 min read
100 Thoughts on Pricing: #29
Providing options is an incredibly powerful way to differentiate your proposals from the competition. Your competitors likely won't offer...
Joel White
Aug 24, 20231 min read
100 Thoughts on Pricing: #28
A business that runs on T&Ms can only significantly scale revenue by increasing headcount, increasing hourly rates, pushing people beyond...
Joel White
Aug 23, 20231 min read
100 Thoughts on Pricing: #27
Fixed monthly fees are an excellent alternative to T&Ms. Invoicing them monthly is ok. Invoicing them monthly, due at the beginning of...
Joel White
Aug 22, 20231 min read
100 Thoughts on Pricing: #26
Assessing your services pricing against current and go-forward levels of efforts and rates helps avoid historical bias common to all of...
Joel White
Aug 21, 20234 min read
Clinical Research Focus: Q2 Earnings Review
To new readers- I write these for my own edification, so that I can serve clients better. Not investment advice. Calendar Q2 earnings...
Joel White
Aug 9, 20231 min read
100 Thoughts on Pricing: #25
We are 25% of the way through 100 thoughts and I'm going to pause these thoughts for a week. I would love to hear your feedback on what...
Joel White
Aug 8, 20231 min read
100 Thoughts on Pricing: #24
There are times where you have to face the reality that you are heavily underpricing your services or product. While it's important to...
Joel White
Aug 7, 20231 min read
100 Thoughts on Pricing: #23
It's important that your Change Notification forms make clear 1) whether or when changes are to be implemented, and 2) what the buyer's...
Joel White
Aug 4, 20231 min read
100 Thoughts on Pricing: #22
Construct your billing structure with a mind towards what that first customer invoice will look like. Will it have loads of hours per...
Joel White
Aug 3, 20231 min read
100 Thoughts on Pricing: #21
Options highlight valuable, high-margin offerings that can help guarantee the results your prospect seeks to achieve. Use them to...
Joel White
Aug 2, 20231 min read
100 Thoughts on Pricing: #20
Compounding 5% annual inflation on long-term projects means you believe inflation 3 years from now will be 2-3x higher than it was 3...
Joel White
Aug 1, 20231 min read
100 Thoughts on Pricing: #19
Currency exchange rates are completely unpredictable. Don't tell me about the George Soros GBP trade; that was 30 years ago. Manage Forex...
Joel White
Jul 31, 20231 min read
100 Thoughts on Pricing: #18
Make more of your shorter projects non-cancelable AND fixed price AND paid in advance. Why all 3? A project paid in advance but...
Joel White
Jul 27, 20231 min read
100 Thoughts on Pricing: #17
It's good business to proactively offer a discount for full payment upfront, before work even begins, on shorter term / appropriate...
Joel White
Jul 26, 20231 min read
100 Thoughts on Pricing: #16
When benchmarking services pricing, break down the components as much as possible (personnel rates, level of effort assumptions, unit...
Joel White
Jul 25, 20231 min read
100 Thoughts on Pricing: #15
Discounting is riskier than "risk sharing". A 5% rate or bottom line discount comes right out of your margin with no upside potential....
Joel White
Jul 24, 20231 min read
100 Thoughts on Pricing: #14
A milestone based payment schedule is a risk sharing contract. Most milestones represent a future forecast subject to forces beyond the...
Joel White
Jul 21, 20231 min read
100 Thoughts on Pricing: #13
Here's a measure of whether your pricing tool is user friendly. It's 4:30pm on a Friday. The CEO needs a couple final things changed. Can...
Joel White
Jul 20, 20231 min read
100 Thoughts on Pricing: #12
Technology products have a cost rate too, and you should model it into your pricing gross profit estimates if technology is a material...
Joel White
Jul 19, 20231 min read
100 Thoughts on Pricing: #11
Annual review of pricing is the bare minimum for normal times, and doesn't cut it when inflation is high. When inflation is both high and...
Joel White
Jul 18, 20231 min read
100 Thoughts on Pricing: #10
If you insist on charging T&M for short projects, at least require a prepay upfront that's quickly replenished. Otherwise, depending on...
Joel White
Jul 17, 20231 min read
100 Thoughts on Pricing: #9
Cash neutral isn't good enough- be cash positive. When your customer cancels a project because they failed to raise money, or didn't plan...
Joel White
Jul 14, 20231 min read
100 Thoughts on Pricing: #8
I've written about the "Customer in the Room" before. When it comes to reviewing your profitability estimates on new deals, picture the...
Joel White
Jul 13, 20231 min read
100 Thoughts on Pricing #7
Benchmarking is so much more than what your competitors' pricing rates are. How does your cost methodology compare? How do your unit...
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