Joel WhiteJul 12, 20231 min100 Thoughts on Pricing: #6All discounting is "strategic pricing" if the goal is to win new business. Yet we constantly see companies make it harder to offer a 5%...
Joel WhiteJul 11, 20231 min100 Thoughts on Pricing: #5Providing options and scenarios creates a wide range of pricing submitted to prospects instead of a single number that leaves you being...
Joel WhiteJul 10, 20231 min100 Thoughts on Pricing: #4When interest rates were ~0%, past due payments were mostly an annoyance that occasionally hinted at write-offs. With interest rates at...
Joel WhiteJul 7, 20231 min100 Thoughts on Pricing: #3Your pricing tool needs to estimate your gross profit on a deal. You need a project finance methodology that allows you to measure your...
Joel WhiteJul 6, 20231 min100 Thoughts on Pricing: #2Calculating cost rates against your total direct cost basis works well for mature businesses with steady growth. For earlier stage...
Joel WhiteJul 5, 20231 min100 Thoughts on Pricing: #1Pricing rates should be based on a combination of benchmarking, cost of sales, profit margin targets, and business circumstances. Pricing...
Joel WhiteJun 28, 20231 minIt DependsYes, it depends. When I was in house, in various leadership positions for pricing and finance, I used to get twisted up over how to...
Joel WhiteJun 21, 20233 minClinical Research Focus: OvercountingThe #1 determinant of how quickly, efficiently, and accurately you bill clients is not based on what financial system you use, or how...
Joel WhiteJun 14, 20231 minAnnual ReportToday marks 2 years since Marketcap Consulting launched! Thank you to all my clients, friends, and family who have helped make it a great...