The Buyer’s Journey: When to Reveal the Price
May 27, 2021
When you’re having a sales conversation, at what point do you start talking about the price? Of course, the answer is “it depends”. It depends
Tag: pricing value
Three Lessons from a P&G Price Increase
April 28, 2021
On April 20, 2021, the Wall Street Journal published an article titled Procter & Gamble Will Raise Prices in September. Here are the first three sentences:
The Role of Finance in Pricing
March 17, 2021
CFOs should be ideal people to drive pricing, but they usually aren’t. They are awesome because they care about margin. They build forward looking revenue
Pricing is NOT Driven by Supply and Demand
March 11, 2021
If you’ve ever taken a macro-economics course, you know that price is where the supply curve intersects with the demand curve … in theory. For
The Value of a TV Channel
March 3, 2021
I just read an article titled, “How Amazon and McDonald’s Use Bundling to Sell More of Everything.” Since I spend a lot of time thinking
Be a (Value) Sorting Hat
December 9, 2020
In the Harry Potter books, each new student who enters Hogwarts is placed into one of four houses by “The Sorting Hat”. This animated hat
Costs and Pricing Are Not As Closely Related As the World Thinks
January 15, 2020
Fixed costs never matter to pricing. Variable or incremental costs only matter to pricing in markets where we don’t negotiate. If you’ve read or followed
Defining Value: A Community Discussion
December 25, 2019
What is Value? Recently, I’ve been involved in 3 different conversations on LinkedIn about this topic. One of them I intentionally initiated because I was
Q&A: Value vs. Willingness to Pay
December 13, 2019
Question: I am confused by the terminology around Value and Willingness to Pay (WTP). I may get $100 of value but only willing to pay
How to Use Game Theory to Increase Value
November 2, 2019
As a doctoral student, game theory was by far my favorite topic. It has so many applications in the pricing world. Defining Game Theory As
