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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
Jul 12, 20231 min read
100 Thoughts on Pricing: #6
All discounting is "strategic pricing" if the goal is to win new business. Yet we constantly see companies make it harder to offer a 5%...
Joel White
Jul 11, 20231 min read
100 Thoughts on Pricing: #5
Providing options and scenarios creates a wide range of pricing submitted to prospects instead of a single number that leaves you being...
Joel White
Jul 10, 20231 min read
100 Thoughts on Pricing: #4
When interest rates were ~0%, past due payments were mostly an annoyance that occasionally hinted at write-offs. With interest rates at...
Joel White
Jul 7, 20231 min read
100 Thoughts on Pricing: #3
Your pricing tool needs to estimate your gross profit on a deal. You need a project finance methodology that allows you to measure your...
Joel White
Jul 6, 20231 min read
100 Thoughts on Pricing: #2
Calculating cost rates against your total direct cost basis works well for mature businesses with steady growth. For earlier stage...
Joel White
Jul 5, 20231 min read
100 Thoughts on Pricing: #1
Pricing rates should be based on a combination of benchmarking, cost of sales, profit margin targets, and business circumstances. Pricing...
Joel White
Jun 28, 20231 min read
It Depends
Yes, it depends. When I was in house, in various leadership positions for pricing and finance, I used to get twisted up over how to...
Joel White
Jun 21, 20233 min read
Clinical Research Focus: Overcounting
The #1 determinant of how quickly, efficiently, and accurately you bill clients is not based on what financial system you use, or how...
Joel White
Jun 14, 20231 min read
Annual Report
Today marks 2 years since Marketcap Consulting launched! Thank you to all my clients, friends, and family who have helped make it a great...
Joel White
Jun 7, 20232 min read
When Price ≠ (Hours * Rates)
Pricing based on Hours * Rates has its place and quite frankly drives the large majority of pricing for most pricing tools I develop....
Joel White
May 31, 20233 min read
Lifelong Learning
The tricky part about being a consultant who publishes on social media is that I want to provide value, best practices, and helpful...
Joel White
May 24, 20232 min read
Case Study: Availability vs. Usage
A recent client offered a variety of services where actual usage was all over the place but it was the availability of those services...
Joel White
May 17, 20232 min read
Clinical Research Focus: Q1 Earnings Review
Here are the important themes I took away from calendar Q1 earnings reports across publicly traded CRO and eClinical companies: Book to...
Joel White
May 10, 20231 min read
Q&A: Will AI Replace Me Someday?
I took 4 questions I've helped clients with recently and ran it through ChatGPT: How should we account for indirects in our cost rates?...
Joel White
May 3, 20232 min read
Customer in the Room
Few stories have influenced my thought process in business more than the Jeff Bezos' "customer in the room" mindset. If you are meeting...
Joel White
Apr 26, 20232 min read
Case Study: What Butters The Bread
I worked with a company whose pricing tool was developed to be a mirror image of its timesheet system. The number of units in a typical...
Joel White
Apr 19, 20234 min read
Clinical Research Focus: Speed to Contract
The clinical research world revolves around longer term projects with high stakes. Most biopharma companies outsource only a handful of...
Joel White
Apr 12, 20232 min read
Q&A - corr(inflation,Fx)
Since inflation is always so high in many Latin American countries (~100% in Argentina), shouldn't we pass that through in our pricing?...
Joel White
Apr 5, 20233 min read
3 Books That Will Make You Better at Pricing
In nearly all professions, we learn best by doing but always benefit from studying the principles learned from those who have done what...
Joel White
Mar 29, 20231 min read
Brevity in Business Operations
Why write this: "Party1 and Party2 agree that the total amount payable shall not exceed Fifty Two Thousand Three Hundred Dollars and...
Joel White
Mar 22, 20232 min read
Case Study: How to Turn $5 into $1,000,000
A case study in real financial leverage (not the Silicon Valley Bank kind): One of my first clients came to me in late 2021 to review...
Joel White
Mar 15, 20232 min read
Clinical Research Focus: Stay Above the Race to the Bottom
When price competition heats up, don’t let quality slide- but make sure your customers knows where they’re paying for "above and beyond"...
Joel White
Mar 8, 20232 min read
Q&A - Cluttered
Our pricing tool has over 30 tabs, which makes it hard to navigate and forces us to hide a lot of them. What's the best way to pare it...
Joel White
Mar 1, 20231 min read
9 Circles of Outsourcing Hell
Have some fun with this: Dante only had nine circles but I could go on. Focus on value+ not effort, format, "apples to apples", or...
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