Joel WhiteOct 2, 20231 min100 Thoughts on Pricing: #53If you want your teams in ops, sales, and finance to act and feel more like owners of the business, one way to do this is grant them more...
Joel WhiteSep 29, 20231 min100 Thoughts on Pricing: #52Most companies I work with offer dozens or more types of services and/or multiple types of technologies, often performed or licensed...
Joel WhiteSep 28, 20231 min100 Thoughts on Pricing: #51A key reason I focus so much on keeping cost rates current is because I find so many companies only update their pricing as often as they...
Joel WhiteSep 27, 20231 min100 Thoughts on Pricing: #50Signs that point to your pricing profitability estimates being off base: wide divergence from P&L profitability outdated cost basis...
Joel WhiteSep 26, 20231 min100 Thoughts on Pricing: #49Fortunately, most pricing tools at least try to estimate profitability. Unfortunately, most do so incorrectly. What has surprised me the...
Joel WhiteSep 25, 20231 min100 Thoughts on Pricing: #48This will be the first of several thoughts focused on why it's critically important to know the profitability of your pricing....
Joel WhiteSep 22, 20231 min100 Thoughts on Pricing: #47Service providers need to think carefully before simply adding new technology fees to their pricing. Is the technology truly mandatory, ...
Joel WhiteSep 21, 20231 min100 Thoughts on Pricing: #46Everyone loves revenue growth, but growth destroys value if your business has poor ROIC. Eliminating underpricing, and negotiating...
Joel WhiteSep 20, 20231 min100 Thoughts on Pricing (and Finance): #45ASC606 revenue accounting is probably the worst accounting standards release in my lifetime. Complaining about it doesn't help anything,...