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  • Customers will never tell you you’re too cheap

    Jun, 23, 2017

    Making the transition to value-based pricing | Jon Manning in conversation with Anthony English There are a lot of service professionals who are frustrated at pricing their services based on timesheets, but they’re not sure how to transition out of it into value-based pricing. What’s a safe way to get started? So before I answer […]

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  • Price Right: Profits Right

    Mar, 03, 2016

    In Conversation: Jon Manning & Michael Hardiman Michael Hardiman runs a business called ZenBus Advisory, specializing in economic and demographic insights and forecasts for the retail industry and beyond. We sat down recently to discuss the intersection of his business and the world of Pricing. What follows is a transcript of that interview… Michael: Can […]

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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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  • The Warren Buffett School of Pricing

    Nov, 09, 2015

    My last post (“Are you Pricing Like Dennis Denuto?”) seems to have resonated with many readers. As an interesting juxtaposition, in this week’s column, I thought I’d take a look at five of my favourite and most powerful pricing quotes, three of which come from the one person. “There is no bank in the world that accepts […]

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