You Get What You Pay For

Lou Gerstner recently wrote an op-ed for the Wall Street Journal, The Culture Ate Our Corporate Reputation, in which he discussed corporate leaders[..]

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4th Quarter Priorities - Pick Your Targets Wisely

September is nearly ended and we are preparing to start the 4th quarter of the calendar year.  For many companies, it is also the final quarter of the[..]

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The Whole Truth and Nothing But the Truth

Last week a friend told me that her sister’s business had overpaid their taxes and without justification the government would not refund the[..]

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How to Win in a Crowded Marketplace

By Scott Francis on Uncategorized / Post a Comment
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Improvement Requires Involvement

I recently spoke with the head of pricing for a multi-billion dollar, multi-division company about their goals for price improvement.  His team leads[..]

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The Perils of Discounting

Last month I wrote a post, When to Use Low Prices to Grab Market Share, in which I described situations where that pricing strategy worked and where it[..]

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Pricing Lessons from the Pharmaceutical Industry

Over the past several months, pricing strategies and practices of the pharmaceutical industry have been a subject of discussion, many times for the[..]

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When to Use Low Prices to Grab Market Share

I don’t use Uber often, but our family recently used it to take us to the airport. When we returned, we just walked outside the airport and hopped in a[..]

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Big Returns from Incremental Investments

All companies want to improve their profitability and deliver more value to their shareholders, but the best ways to do that are often debated. Pricing[..]

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Pricing Strategies for the Many Faced God

I have been watching the Game of Thrones the past several seasons. I love the rich scenery, the diverse range of characters, and the intriguing,[..]

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