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Important Note: going forward, all blog posts are posted to my LinkedIn newsletter, which can be subscribed to here. Thank you!

Joel White

Jan 17
1 min

Important: Change in Subscription

From today forward, I will be blogging exclusively on LinkedIn. LinkedIn calls it a "newsletter", the home page for which is here. On...

Joel White

Dec 28, 2023
1 min

100 Thoughts on Pricing: Final Thought

Price for the future, not the past. It doesn't matter that it took 6 hours a month on average to manage sites the past 3 years, or merits...

Joel White

Dec 27, 2023
1 min

100 Thoughts on Pricing: #99

What if 2024 turns out to be a banner year for economic performance? Does your pricing support the investments you'll need to make in...

Joel White

Dec 26, 2023
1 min

100 Thoughts on Pricing: #98

There was supposed to be a serious recession in 2023, but it never came. Instead, economic growth is strong, inflation is rapidly...

Joel White

Dec 22, 2023
1 min

100 Thoughts on Pricing: #97

Tis the season for annual renewals. If your customer has a renewal expiring at year end, and they've been dragging their feet, you need...

Joel White

Dec 21, 2023
1 min

100 Thoughts on Pricing: #96

Pricing leaders have a great opportunity and- I'd submit, a great obligation- to influence the organization towards keeping its...

Joel White

Dec 20, 2023
1 min

100 Thoughts on Pricing: #95

Last thought on pricing mistakes- if your pricing is delivered by humans, there will be mistakes. The vast majority of pricing...

Joel White

Dec 19, 2023
1 min

100 Thoughts on Pricing: #94

Sometimes you will realize a significant pricing mistake after the pricing was sent but before a contract is signed. I don't care what...

Joel White

Dec 18, 2023
1 min

100 Thoughts on Pricing: #93

Sometimes you will price an offering incorrectly. Say you price an offering for a customer today at $35,000, the customer signs up, and...

Joel White

Dec 14, 2023
1 min

100 Thoughts on Pricing: #92

Compared to 2021-2022, price competition is more intense, while inflation is clearly declining, the labor market is loosening up, and the...

Joel White

Dec 13, 2023
1 min

100 Thoughts on Pricing: #91

Extreme bias alert here, but I find pricing professionals benefit tremendously from spending time in contracts and operations roles (I...

Joel White

Dec 12, 2023
1 min

100 Thoughts on Pricing: #90

Over the years I've seen a variety of performance incentives / bonus plans for pricing teams- sales based, activity based, quality based,...

Joel White

Dec 11, 2023
1 min

100 Thoughts on Pricing: #89

"% lost due to price" is a loaded metric for complex service providers operating in competitive industries. You rarely bid on a truly...

Joel White

Dec 6, 2023
1 min

100 Thoughts on Pricing: #88

In a noncompetitive / sole source situation, skip the proposal and send a contract instead. Otherwise you're just adding needless rounds...

Joel White

Dec 5, 2023
1 min

100 Thoughts on Pricing: #87

Should you post your pricing to your website? Broadly speaking, the more you are able to commit to the same pricing for most customers,...

Joel White

Dec 4, 2023
1 min

100 Thoughts on Pricing: #86

"up to" is your friend when it comes to fixed pricing, especially for services charged on an availability versus usage basis. The monthly...

Joel White

Nov 29, 2023
1 min

100 Thoughts on Pricing: #85

Signs that you may indeed need to reduce price to correct an overcapacity issue: existing customers are giving you less work and naming...

Joel White

Nov 28, 2023
1 min

100 Thoughts on Pricing: #84

Examples of causes of overcapacity to look into before simply cutting price to try to win more business: poor resource management on...

Joel White

Nov 27, 2023
1 min

100 Thoughts on Pricing: #83

When faced with overcapacity, cutting price isn't the way to solve the issue unless losing business due to overpricing is the actual...

Joel White

Nov 21, 2023
1 min

100 Thoughts on Pricing: #82

Optimizing for T&Ms: for services where you are charging for the availability of the resource and not simply its actual utilization,...

Joel White

Nov 20, 2023
1 min

100 Thoughts on Pricing: #81

Optimizing for T&Ms: deciding to contract on an hourly basis does not mean your entire budget has to be hourly. Mix in fixed price fees...

Joel White

Nov 17, 2023
1 min

100 Thoughts on Pricing: #80

Optimizing for T&Ms: a common reason hourly contracting is chosen over fixed price is heavy use of hourly based subcontractors*. Ensure:...

Joel White

Nov 16, 2023
1 min

100 Thoughts on Pricing: #79

Optimizing for T&Ms: when billing hourly, the billing categories on your invoice should match those in your contract wherever possible....

Joel White

Nov 15, 2023
1 min

100 Thoughts on Pricing: #78

Optimizing for T&Ms: From time to time you might agree to charge hourly for something you normally charge a fixed price. Consider...

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