No Sacred Cows

The year 2016 is almost over.  All businesses should reflect on what has worked, and what has not worked; and they should be prepared to adjust in[..]

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Blending Generics in Your Product Lineup

After getting raked over the coals by Congress earlier this year, Mylan is preparing to release a generic version of their EpiPen, Mylan To Start[..]

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Don't Chase Pricing Ghosts

Today is Halloween, but it is no time to be spooked by the challenge of increasing prices to fully capture the value of your products or services.  In[..]

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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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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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Should You Fire Low Margin Customers?

A somewhat popular tactic of companies looking to improve their margins is to identify their low-margin customers and fire them. They don’t go Donald[..]

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Dealing with Pricing Complaints

If customers complain about your pricing, should you do something? A few things have occurred recently that have prompted me to write this post. In[..]

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New Year's Resolutions for Pricing

Many of us make New Year’s resolutions with great intentions, but perhaps miss carrying out some of them. Even if you made great progress this year, we[..]

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How to Thrive (Not Just Survive) in Negotiations with Procurement

By Scott Francis on Negotiation, Best Practices / Post a Comment

Procurement professionals can be a challenge for anyone trying to sell at reasonable prices, and especially so during periods when suppliers are being[..]

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Are Your Incentives Aligned?

By Scott Francis on Incentives, Best Practices / Post a Comment

As the new year kicks off and you take aim at your 2015 goals, are your incentive plans aligned with your business goals? Best practices ensure that[..]

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