Joel WhiteSep 7, 20223 minPricing for the Future, Not the PastPricing your offerings often invokes emotions of anxiety because one rarely knows with certainty what the cost of delivering that...
Joel WhiteAug 31, 20221 minTrendingOver the years I've grown more skeptical of anyone's ability (including my own) to consistently forecast the future. I take the...
Joel WhiteAug 24, 20222 minCase Study - The ShortcutI once worked at a company where after a new contract with a customer was signed- often with large upfront payments due on signature ($1m...
Joel WhiteAug 19, 20221 minA Twist on Segment ReportingEveryone has some version of this: and/or this: These charts show revenue and customer mix but do a poor job informing the reader how...
Joel WhiteAug 17, 20222 minClinical Research Focus: Out of Scope Performance AuditOn the 3rd Wednesday of each month I discuss topics most relevant to clinical research services and technology providers. Auditing your...
Joel WhiteAug 10, 20222 minQ&AOn the 2nd Wednesday of each month I answer the most interesting question I receive from readers. Question: How do you handle situations...
Joel WhiteAug 3, 20223 minBest Practices for Customer ROI ModelsOne of the best attributes of fixed price products and services is the customer knows exactly what their expected investment will be. The...
Joel WhiteJul 27, 20221 minCase Study - Mega ToolAt what point in file size would you say an Excel based pricing tool is “too complex” or “too large”? 5MB? 10MB? You’d probably think...
Joel WhiteJul 20, 20221 minClinical Research in Focus - Q1 Earnings ReviewWith Q2 earnings on deck, below is a sampling of what I found most interesting and pertinent from Q1's earnings calls. I'm calling these...