The Best Career Advice for Pricing Professionals
June 17, 2020
Many pricing people are brilliant and love numbers more than most. When we figure something out, we are usually right. Yet, too often the rest
Tag: pricing foundations
Economic Value Estimation – What and Why?
May 27, 2020
Thomas Nagle, the father of modern pricing, created EVE or Economic Value Estimation. It’s hard to say exactly what EVE is. It’s a template, a
The Most Important & Least Understood Business Concept
May 20, 2020
The two most profitable pricing decisions any company can make are: Adopt value based pricing Use price segmentation Let’s briefly define these terms… Value based
Understanding the Value Capture Gap
May 6, 2020
I’ve heard some version of the following from many CEOs: “We create a lot of value for our customers but we don’t do a very
Segment Your Products for Pricing
April 29, 2020
Surely you’ve heard of price segmentation, but have you heard of product segmentation? A friend sent me an article about fashion – a topic I
Outcome-based vs. Usage-based Pricing
April 22, 2020
In the subscription world, I see these two phrases and concepts used a lot, but the difference isn’t always clear. Let’s explore this together and
The Good and Bad of Price Gouging
April 1, 2020
Recently, I asked what people thought of price gouging and received many great comments on a post on LinkedIn. Although I had opinions going in,
Why Your Fear is Costing you Profit
March 25, 2020
One weekend at an NSA meeting I met an executive coach and we found ourselves swapping success stories. After I told him three separate stories
Q&A: Understanding Your Buyers’ Perceptions of Price
February 19, 2020
Question: What are some easy alternative ways to determine where your customer sees your pricing in the market? Or worse yet… when you suspect that
Q&A: Why is Price a Feeling?
February 5, 2020
Question: Mark, on the podcast with Ron Baker he said “Price is a feeling”. Why isn’t it a number? -G Answer: Hi G. Thank you
