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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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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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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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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