Joel WhiteOct 5, 20211 minUnintended ComplexityWorking with (genuinely) small companies has reminded me of the importance of checking whether processes in one part of your operation...
Joel WhiteAug 11, 20212 minApples to ApplesTake a look at what is called "pass-through costs" in your pricing and contract templates. If you label items as "pass-through costs" but...
Joel WhiteJul 22, 20212 min1 Month InWhen launching Marketcap Consulting last month, I did not entirely know what to expect. You hear "starting a business is super hard!" and...
Joel WhiteJul 13, 20211 minPutting it all togetherWhile milestone / fixed fee contracting feels like a leap of faith, consider its many positive attributes relative to the alternatives...
Joel WhiteJul 8, 20211 minUnits vs Hourly Based BillingsGiven the numerous negative attributes of hourly based billings, how do "unit based" structures compare? Consider:
Joel WhiteJul 6, 20211 minWhen T&Ms Make SenseSituations where I recommend hourly based time and materials contracts (all criteria must be met)… The buyer understands: billings will...
Joel WhiteJun 29, 20211 minA Better Default for Risk Sharing Proposals“Please propose a risk-sharing plan to ensure critical timelines are met.” When you receive this request, do you default to concepts that...
Joel WhiteJun 24, 20212 minRisk Sharing - Upside and DownsidesHow should risk sharing be balanced between positive and negative incentives? In a service provider context, there is neither full...
Joel WhiteJun 22, 20211 minDiscounting is Riskier than "Risk Sharing"Last week I posed the question: Which discount incentive best protects your margins? 1. 5% rate discount 2. 5% bottom line price discount...
Joel WhiteJun 17, 20211 min(Ir)rational DiscountingWhich discount incentive best protects your margins: 5% discount off your rates 5% discount off your bottom line price Up to 5% rebate...
Joel WhiteJun 12, 20211 minMerits, Promos, InflationOriginally posted 2-Jun-2021 on LinkedIn: 1. Biopharma R&D outsourcing continues to grow 6%+. 2. Most service companies in the sector are...
Joel WhiteJun 12, 20211 minHappy Birthday 606This post was originally published 27-May-2021 on LinkedIn. Tomorrow marks the 8th anniversary since FASB issued the ASC606 accounting...