Joel White
Case Study: How to Turn $5 into $1,000,000
A case study in real financial leverage (not the Silicon Valley Bank kind): One of my first clients came to me in late 2021 to review...
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Joel White
- Mar 15
- 2 min
Clinical Research Focus: Stay Above the Race to the Bottom
When price competition heats up, don’t let quality slide- but make sure your customers knows where they’re paying for "above and beyond"...
Joel White
- Mar 8
- 2 min
Q&A - Cluttered
Our pricing tool has over 30 tabs, which makes it hard to navigate and forces us to hide a lot of them. What's the best way to pare it...
Joel White
- Mar 1
- 1 min
9 Circles of Outsourcing Hell
Have some fun with this: Dante only had nine circles but I could go on. Focus on value+ not effort, format, "apples to apples", or...
Joel White
- Feb 22
- 2 min
Case Study: Job Minimum
I recently worked with a client who dominates a highly specialized area of regulatory consulting. I noticed that several recently awarded...
Joel White
- Feb 15
- 1 min
Clinical Research Focus: EU/EEA CTR
Complex regulatory changes present excellent opportunities to put your expertise on display through your pricing. Provide more details...
Joel White
- Feb 8
- 2 min
Q&A: Volume Rebates
What are you seeing companies offer on volume rebates these days? I don't know what everyone else is doing on volume rebates, but I know...
Joel White
- Feb 1
- 2 min
Embedded Pricing
I come from an industry where many companies send pricing to other companies who in turn submit consolidated pricing to other companies...
Joel White
- Jan 25
- 2 min
Case Study: Redundancy
A client came to me because their customers were consistently pushing back on price. Yet, when pressed, their customers couldn't give...
Joel White
- Jan 18
- 2 min
Clinical Research Focus: Recurring Revenue
Not all revenue is valued equally. Owners and investors will typically place more value on revenue that recurs on a consistent, fixed,...
Joel White
- Jan 11
- 2 min
Q&A - Where Does It Go?
How do you show pricing for services in your proposal that you offer directly but most of your competitors either don't offer or treat as...
Joel White
- Jan 4
- 1 min
15 Minute Rule
Here's a test of whether your pricing tool is overly complex or requires too much manual effort to get the job done efficiently. If you...
Joel White
- Dec 28, 2022
- 2 min
Case Study: Incremental Approach
A client asked me to help redesign their cost rate model for their project management (PM) services business. Their existing model...
Joel White
- Dec 21, 2022
- 2 min
Clinical Research Focus: Benchmark Your TOTAL Pricing
What does it mean to "benchmark" your organization's pricing? If your Board or CEO asked you to do it, you'd probably check your selling...
Joel White
- Dec 14, 2022
- 2 min
Q&A - Automate Outputs
What's the best way to automate client outputs from an Excel pricing tool? If you've lived in the proposals and pricing world for long...
Joel White
- Dec 7, 2022
- 3 min
How to Raise Base Prices in a High Inflation / Slow(ing) Growth environment
Today’s environment blends high inflation with slow to negative economic growth. This dynamic creates a difficult balancing act for many...
Joel White
- Nov 30, 2022
- 1 min
Project Finance Checklist to Get Ahead of Year End
Invoice aged unbilled expenses, hours, units, milestones Follow up on outstanding change orders every few days until resolved Attack aged...
Joel White
- Nov 23, 2022
- 2 min
Case Study: 4 in 1
A company was using up 4 pricing tools to develop budgets for global projects. Why so many? Multiple acquisitions spanning multiple...
Joel White
- Nov 16, 2022
- 2 min
Clinical Research Focus: Q3 Earnings Review
Here are the most important themes I took away from Q3 earnings reports across publicly traded CRO and eClinical companies: While...
Joel White
- Nov 9, 2022
- 2 min
Q&A - CPQs
What’s your experience with CPQs (Configure-Price-Quote systems) and how long do those implementations typically run? My experience is...
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