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  • Advertising’s Slow Road to Value-Based Pricing

    Feb, 19, 2016

    One of two industries where customers are forcing suppliers to adopt value-based pricing This article first appeared on the TrinityP3 blog on the 23rd January 2013. Have you seen any changes in the advertising industry in the last three years? Why not comment below… As a pricing advisor, I am frequently asked by companies from […]

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  • Finding the Pricing Sweet Spot

    Feb, 02, 2016

    Five simple steps to charging the right price [ Click here to find out how I can help you find your pricing sweet spot] In my column, A Pricing Lesson from Richard Gere, I mentioned that one of the questions I’m most frequently asked is “How do we know we’re charging the right price?” During a pricing roadshow […]

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  • The Pitbull vs. The Peacekeeper

    Jan, 21, 2016

    How to deal with Procurement Managers, Gwyneth Paltrow -style In the 1998 movie Sliding Doors, there are two plots that play out between the leads Gwyneth Paltrow and John Hannah, depending on whether or not the former caught a London Underground train. Imagine, for a minute, that you are negotiating a huge contract, worth millions […]

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  • Debunking a Market Research Myth

    Jan, 18, 2016

    What customers say they will do, and what they actually do, can be two completely different things As all businesses know, when it comes to customers, what they say they will do (in market research), and what they actually do, are two completely different things. All too often, I see revenue forecasts or sales projections […]

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  • Was Smarter Pricing Your New Years Resolution?

    Jan, 15, 2016

    Businesses have a tendency to over-estimate customers price sensitivity, and under-estimate their willingness to pay. Did you make a resolution a couple of weeks ago to get your pricing sorted out this year? – Maybe you’re not charging enough? – Perhaps you’re unsure how to raise prices? – Do you want to try a different […]

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  • What is your pricing question?

    Dec, 14, 2015

    The most important number in any business is the number on its price tag. But pricing is more than just a number. Much, much more. When evaluating where companies sit on my “Roadmap to Best in Class Pricing”, I assess pricing excellence along eleven critically important dimensions, none of which have anything to do with […]

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