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  • Pricing Myths 3 and 4

    Mar, 22, 2022

      The book “Overcoming Floccinaucinihilipilification: Valuing and Monetizing Products and Services” has been available for twelve months now. To celebrate the first anniversary of publication, over the coming weeks, Chapter 2 of the book will be serialized, revealing nine myths that surround pricing. In this blog post, you can read about Pricing Myth Number 3 […]

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  • Pricing Myths 1 and 2

    Feb, 14, 2022

      The book “Overcoming Floccinaucinihilipilification: Valuing and Monetizing Products and Services” has been available for twelve months now. To celebrate the first anniversary of publication, Chapter 2 of the book will be serialized, revealing nine myths that surround pricing. In this blog post, you can read about Pricing Myth Number 1 and Number 2…   […]

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  • Kinky (Pricing) Curves

    Jun, 08, 2021

    Demand curves are not smooth; finding the inflection points (kinks) where price does influence demand is key to uncovering profit improvement opportunities.  Economists believe in nice, smooth demand curves. Many research tools do as well, based on the output they create. But that is not the reality: real demand curves have kinks, that is, steep […]

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  • Value-Based Pricing for Start-Ups

    May, 24, 2020

    Ten years ago, I started running pricing workshops for start-up accelerators. As part of the meet-and-greet, I would ask entrepreneurs to describe their pricing model to me. Nine out of ten participants would reply with something along the lines of “Oh, we’re building an audience of Facebook Like / Twitter Followers / YouTube Subscribers….and we’ll […]

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  • RIP Cost-Plus Pricing, April 2020

    Apr, 13, 2020

      There has never been a better reason to ditch cost-plus pricing than the health and economic crisis we are experiencing right now. Cost-plus pricing is traditionally defined as the pricing methodology where you add up all your costs, throw on a desired profit margin to the sum of those costs, then cross your fingers […]

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  • Pricing in Difficult Economic Times

    Mar, 30, 2020

      Twelve years ago, when the GFC broke, I was firmly entrenched on the speaking circuit, running pricing workshops all the way from Melbourne to Mumbai, and all points in between. During the course of those workshops, a fair chunk of time was spent exploring what pricing opportunities, initiatives and strategies could be employed by […]

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