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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Real Change Requires Real Leadership

Heraclitus, the Greek philosopher, has been cited as the original source of the statement, “The only thing that is constant is change.” Whether that is[..]

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Year End Discounting - Can You Kick the Habit?

By Scott Francis on Change Management, Pricing Strategy, Pricing Process / Post a Comment

Year-end discounts are like heroin – they are highly addictive, and they have many negative side effects. I am specifically referring to the practice[..]

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Make More Money Without Being Perfect

By Scott Francis on Price Increases, Change Management, Pricing Strategy / Post a Comment

Fear of change and fear of failure often cause companies to abandon their efforts to be more strategic in their pricing decisions. Statements like “We[..]

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Pricing Best Practices: Walk the Walk

Last weekend I read two articles about leadership in the Harvard Business Review which were not specifically about pricing best practices, but are very[..]

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Change Management & Golf

By Scott Francis on Change Management / Post a Comment

I have always been a mediocre golfer with aspirations of being a good golfer. This year I decided to make a concerted effort to work on my game as[..]

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JC Penney Fail

By Scott Francis on Change Management, Pricing Strategy / Post a Comment

The JC Penney Board of Directors fired CEO Ron Johnson yesterday after a year and a half of deteriorating results. The consensus during that time was[..]

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