Joel WhiteFeb 22, 20232 minCase Study: Job MinimumI recently worked with a client who dominates a highly specialized area of regulatory consulting. I noticed that several recently awarded...
Joel WhiteFeb 15, 20231 minClinical Research Focus: EU/EEA CTR Complex regulatory changes present excellent opportunities to put your expertise on display through your pricing. Provide more details...
Joel WhiteFeb 8, 20232 minQ&A: Volume RebatesWhat 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 WhiteFeb 1, 20232 minEmbedded PricingI come from an industry where many companies send pricing to other companies who in turn submit consolidated pricing to other companies...
Joel WhiteJan 25, 20232 minCase Study: RedundancyA client came to me because their customers were consistently pushing back on price. Yet, when pressed, their customers couldn't give...
Joel WhiteJan 18, 20232 minClinical Research Focus: Recurring RevenueNot all revenue is valued equally. Owners and investors will typically place more value on revenue that recurs on a consistent, fixed,...
Joel WhiteJan 11, 20232 minQ&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 WhiteJan 4, 20231 min15 Minute RuleHere'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 WhiteDec 28, 20222 minCase Study: Incremental ApproachA client asked me to help redesign their cost rate model for their project management (PM) services business. Their existing model...