top of page
Subscribe to future posts:
Subscribe to future posts:
Joel's MarketReCap
Subscribe to future posts:
Subscribe to future posts:
Important Note: going forward, all blog posts are posted to my LinkedIn newsletter, which can be subscribed to here. Thank you!
Joel White
Feb 22, 20232 min read
Case Study: Job Minimum
I recently worked with a client who dominates a highly specialized area of regulatory consulting. I noticed that several recently awarded...
Joel White
Feb 15, 20231 min read
Clinical Research Focus: EU/EEA CTR
Complex regulatory changes present excellent opportunities to put your expertise on display through your pricing. Provide more details...
Joel White
Feb 8, 20232 min read
Q&A: Volume Rebates
What are you seeing companies offer on volume rebates these days? I don't know what everyone else is doing on volume rebates, but I know...
Joel White
Feb 1, 20232 min read
Embedded Pricing
I come from an industry where many companies send pricing to other companies who in turn submit consolidated pricing to other companies...
Joel White
Jan 25, 20232 min read
Case Study: Redundancy
A client came to me because their customers were consistently pushing back on price. Yet, when pressed, their customers couldn't give...
Joel White
Jan 18, 20232 min read
Clinical Research Focus: Recurring Revenue
Not all revenue is valued equally. Owners and investors will typically place more value on revenue that recurs on a consistent, fixed,...
Joel White
Jan 11, 20232 min read
Q&A - Where Does It Go?
How do you show pricing for services in your proposal that you offer directly but most of your competitors either don't offer or treat as...
Joel White
Jan 4, 20231 min read
15 Minute Rule
Here's a test of whether your pricing tool is overly complex or requires too much manual effort to get the job done efficiently. If you...
Joel White
Dec 28, 20222 min read
Case Study: Incremental Approach
A client asked me to help redesign their cost rate model for their project management (PM) services business. Their existing model...
Joel White
Dec 21, 20222 min read
Clinical Research Focus: Benchmark Your TOTAL Pricing
What does it mean to "benchmark" your organization's pricing? If your Board or CEO asked you to do it, you'd probably check your selling...
Joel White
Dec 14, 20222 min read
Q&A - Automate Outputs
What's the best way to automate client outputs from an Excel pricing tool? If you've lived in the proposals and pricing world for long...
Joel White
Dec 7, 20223 min read
How to Raise Base Prices in a High Inflation / Slow(ing) Growth environment
Today’s environment blends high inflation with slow to negative economic growth. This dynamic creates a difficult balancing act for many...
Joel White
Nov 30, 20221 min read
Project Finance Checklist to Get Ahead of Year End
Invoice aged unbilled expenses, hours, units, milestones Follow up on outstanding change orders every few days until resolved Attack aged...
Joel White
Nov 23, 20222 min read
Case Study: 4 in 1
A company was using up 4 pricing tools to develop budgets for global projects. Why so many? Multiple acquisitions spanning multiple...
Joel White
Nov 16, 20222 min read
Clinical Research Focus: Q3 Earnings Review
Here are the most important themes I took away from Q3 earnings reports across publicly traded CRO and eClinical companies: While...
Joel White
Nov 9, 20222 min read
Q&A - CPQs
What’s your experience with CPQs (Configure-Price-Quote systems) and how long do those implementations typically run? My experience is...
Joel White
Nov 2, 20221 min read
Improve Margins Through Vendor Rebates
In volatile economic environments, organizations shift focus to cutting costs as a way to hedge against uncertain revenue performance....
Joel White
Oct 26, 20222 min read
Case Study: Over the Finish Line
A client asked me for guidance on how to get a contentious change order signed. The stakes were high- the change order represented nearly...
Joel White
Oct 19, 20222 min read
Clinical Research Focus: Fighting Back on Holdbacks
Holdbacks are unethical, a legacy of academics and non-profits agreeing to whatever it takes to score THE GRANT. Holdback terms are...
Joel White
Oct 12, 20221 min read
Q&A
On the 2nd Wednesday of each month I answer the most interesting question I receive from readers. Question: Isn’t offering a discount for...
Joel White
Oct 5, 20222 min read
Discounting quid pro quo
In the past few weeks I’ve come across multiple statements saying you should never discount your services or software. The rationale is...
Joel White
Sep 28, 20222 min read
Case Study – Outside Perspective
Most of my projects include an element where after the main objective is achieved, I’m available as needed to review deals, bids, and...
Joel White
Sep 21, 20223 min read
Clinical Research Focus: 5 Pricing Myths
On the 3rd Wednesday of each month I discuss topics most relevant to clinical research services and technology providers. Below are 5...
Joel White
Sep 14, 20221 min read
Q&A
On the 2nd Wednesday of each month I answer the most interesting question I receive from readers. Question: Do you need to wait until...
bottom of page