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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
Oct 5, 20211 min read
Unintended Complexity
Working with (genuinely) small companies has reminded me of the importance of checking whether processes in one part of your operation...
Joel White
Aug 11, 20212 min read
Apples to Apples
Take a look at what is called "pass-through costs" in your pricing and contract templates. If you label items as "pass-through costs" but...
Joel White
Jul 22, 20212 min read
1 Month In
When launching Marketcap Consulting last month, I did not entirely know what to expect. You hear "starting a business is super hard!" and...
Joel White
Jul 13, 20211 min read
Putting it all together
While milestone / fixed fee contracting feels like a leap of faith, consider its many positive attributes relative to the alternatives...
Joel White
Jul 8, 20211 min read
Units vs Hourly Based Billings
Given the numerous negative attributes of hourly based billings, how do "unit based" structures compare? Consider:
Joel White
Jul 6, 20211 min read
When T&Ms Make Sense
Situations where I recommend hourly based time and materials contracts (all criteria must be met)… The buyer understands: billings will...
Joel White
Jun 29, 20211 min read
A Better Default for Risk Sharing Proposals
“Please propose a risk-sharing plan to ensure critical timelines are met.” When you receive this request, do you default to concepts that...
Joel White
Jun 24, 20212 min read
Risk Sharing - Upside and Downsides
How should risk sharing be balanced between positive and negative incentives? In a service provider context, there is neither full...
Joel White
Jun 22, 20211 min read
Discounting is Riskier than "Risk Sharing"
Last week I posed the question: Which discount incentive best protects your margins? 1. 5% rate discount 2. 5% bottom line price discount...
Joel White
Jun 17, 20211 min read
(Ir)rational Discounting
Which discount incentive best protects your margins: 5% discount off your rates 5% discount off your bottom line price Up to 5% rebate...
Joel White
Jun 12, 20211 min read
Merits, Promos, Inflation
Originally posted 2-Jun-2021 on LinkedIn: 1. Biopharma R&D outsourcing continues to grow 6%+. 2. Most service companies in the sector are...
Joel White
Jun 12, 20211 min read
Happy Birthday 606
This post was originally published 27-May-2021 on LinkedIn. Tomorrow marks the 8th anniversary since FASB issued the ASC606 accounting...
Joel White
Jun 12, 20213 min read
How did Science 37 get valued at $1 BILLION?
This article was originally published 14-May-2021 on LinkedIn. How did Science 37 get valued at >$1 BILLION? Two reasons: - a company is...
Joel White
Jun 12, 20213 min read
Why Go Public via SPAC?
Originally published 13-May-2021 on LinkedIn SPACs and SPAC-like transactions (reverse mergers) have been around for years, but SPAC...
Joel White
Jun 12, 20212 min read
SPACs, PIPEs, Blank Checks
Originally published 12-May-2021 on LinkedIn. SPACs, PIPEs, Blank Checks…what does it all mean and why would a company go this route to...
Joel White
Jun 12, 20212 min read
Decentralized Trials, Science 37
Originally published 11-May-2021 on LinkedIn. Science 37 provides a platform on which to conduct decentralized trials (DCT) end to end....
Joel White
Jun 12, 20211 min read
What is "Net" DSO?
Medpace CFO on last week's earnings call: "our net DSO decreased...to negative 40.8 days". How could DSO be NEGATIVE? What is "net" DSO?...
Joel White
Jun 12, 20211 min read
DCF Adventures, part 2
Originally published in May 2021 on LinkedIn. Follow-up comments to last week's DCF report...thanks for everyone's input. Revenue:...
Joel White
Jun 12, 20211 min read
DCF Adventures (part 1)
Originally published in May 2021 on LinkedIn. Attention fellow finance folks! Time for a fun exercise... I came across a publicly...
Joel White
Jun 12, 20211 min read
Quick Advice for CRO Hiring Managers
Originally published in May 2021 on LinkedIn. If you are a hiring manager at a small or midsize CRO, you hear the same question over and...
Joel White
Jun 12, 20211 min read
How Much to Invest in 606
Originally published in April 2021 on LinkedIn. Impact of ASC606 revenue recognition on a company's fundamental operating cash flows:...
Joel White
Jun 12, 20211 min read
Be Cash Positive (Shark Attack)
Originally published 30-Mar-2021 on LinkedIn. Went through some old notes, and found this from a few years back when discussing "cash...
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