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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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  • Pricing…and the role of Traditional Economic Theory

    Nov, 30, 2015

    What role, if any, should it play in pricing? A couple of weeks ago, I was a panelist at the NAB Small Business Summit. Along with two other panelists, we discussed the importance of cash flow, from a tax, accounting and pricing perspective. During the Q&A session at the end, I was asked a (commonly-asked) […]

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  • A Pricing Lesson from Richard Gere

    Nov, 19, 2015

    Customers will tell you what they will pay…after the deal is done One of the most frequently asked questions i’m asked is “How do we know we’re charging the right price?”. A recent Richard Gere movie offers an answer. In Arbitrage, Richard Gere plays a businessman who is in the process of selling his company. Eventually, the […]

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