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
Sep 7, 20223 min read
Pricing for the Future, Not the Past
Pricing your offerings often invokes emotions of anxiety because one rarely knows with certainty what the cost of delivering that...
Joel White
Aug 31, 20221 min read
Trending
Over the years I've grown more skeptical of anyone's ability (including my own) to consistently forecast the future. I take the...
Joel White
Aug 24, 20222 min read
Case Study - The Shortcut
I once worked at a company where after a new contract with a customer was signed- often with large upfront payments due on signature ($1m...
Joel White
Aug 19, 20221 min read
A Twist on Segment Reporting
Everyone has some version of this: and/or this: These charts show revenue and customer mix but do a poor job informing the reader how...
Joel White
Aug 17, 20222 min read
Clinical Research Focus: Out of Scope Performance Audit
On the 3rd Wednesday of each month I discuss topics most relevant to clinical research services and technology providers. Auditing your...
Joel White
Aug 10, 20222 min read
Q&A
On the 2nd Wednesday of each month I answer the most interesting question I receive from readers. Question: How do you handle situations...
Joel White
Aug 3, 20223 min read
Best Practices for Customer ROI Models
One of the best attributes of fixed price products and services is the customer knows exactly what their expected investment will be. The...
Joel White
Jul 27, 20221 min read
Case Study - Mega Tool
At what point in file size would you say an Excel based pricing tool is “too complex” or “too large”? 5MB? 10MB? You’d probably think...
Joel White
Jul 20, 20221 min read
Clinical Research in Focus - Q1 Earnings Review
With Q2 earnings on deck, below is a sampling of what I found most interesting and pertinent from Q1's earnings calls. I'm calling these...
Joel White
Jul 13, 20221 min read
Q&A
How do you improve cash flow on ongoing projects that already have poor payment terms? (related post) Many creative options exist to...
Joel White
Jul 8, 20221 min read
This Project is Non-Cancelable
Another way to play strong defense in any economic environment, especially a difficult one, is to make projects non-cancelable. Think of...
Joel White
Jul 6, 20222 min read
Advanced Strategies for Forex Management in Pricing
In January I described a few key steps to significantly improve how to mitigate Forex (currency exchange rate) risk on longer term...
Joel White
Jun 17, 20221 min read
Change Notifications
In industries where contracts are complex and amendments take weeks or months to get negotiated and signed, interim notification forms...
Joel White
Jun 14, 20221 min read
Annual Report
Today marks 1 year since Marketcap Consulting launched. To my clients from the West Coast to the East Coast, from Western Europe to...
Joel White
Jun 1, 20221 min read
Cautionary Tale
The most profitable contract research company I've ever seen: - did not require employee timesheets - used contractors extensively for...
Joel White
May 25, 20223 min read
(Stop) Working without a Contract
I'm coming across more and more examples of companies working without contractual coverage, which to me includes any of the following:...
Joel White
May 12, 20222 min read
Incremental Cost Modeling
A company pricing for growth needs to assume such growth will change the margin structure of the company as new projects/units/etc. are...
Joel White
May 5, 20221 min read
90 Days of Pain
With annual inflation at 8% (and rising), waiting 90 days for payment costs you 2% of the purchasing power that money provides. Don't get...
Joel White
Jan 21, 20221 min read
Friday Pro Tip: Forex
Stepwise approach to mitigation Forex risk on longer term projects: Step 1 Include language in your customer contract templates allowing...
Joel White
Dec 10, 20211 min read
Friday Pro Tip: Getting Creative with Inflation
Typical approach to applying inflation on longer-term projects (>12 months): Compound a fixed annual inflation rate over the project...
Joel White
Dec 1, 20212 min read
Threading the Needle on Price Increases
A WSJ article from last week describes several ways companies try to maintain unit profitability without increasing list prices in an...
Joel White
Nov 19, 20211 min read
Friday Pro Tip
Most invoices sent after next Tuesday won’t be paid by year end. Get ‘em sent. Most past due payments not chased by 01-Dec won’t get...
Joel White
Nov 12, 20211 min read
Joel's Friday Pro Tip
Mastering periodic payments on longer term projects: Ok: 36 payments of $10,000, invoiced monthly starting January 2022 through December...
Joel White
Nov 9, 20211 min read
The Power of Options
The procurement process in our industry conditioned me over the years to focus on getting an accurately priced, RFP-responsive proposal...
bottom of page