You may safely assume that if I am in your conference room, I’m not there to hand out the Jack Welch award for business excellence. I specialize in turnaround management. Specifically the commercial parts. This …
Continue readingWhen To Use Sales Oriented Pricing
A sales oriented pricing is a pricing objective that aims to facilitate sales and market share growth. The goal is to use pricing as a tool to help drive “smart growth”. Thus, companies using this …
Continue readingCareer Paths: What Does A Pricing Analyst Do?
Curious about what a pricing analyst does? We break it down by the different types of pricing analyst roles that are available.
Continue readingPricing Audit – Unlocking The Value
A pricing audit is often a good first step towards unlocking the value of your pricing opportunity. There is often significant value in asking an experienced pricing leader to review a company’s current pricing processes …
Continue readingLaziness: A Strategy for “Winner Take Most” Games
We live in an 80 / 20 world. In most major areas of economic life, it is a fact that 80 percent of the value is created by 20 percent of the participants. Most startups …
Continue readingHow to Value A Website with No Revenue
The starting point for most website valuations is a multiple of current revenue, generally set based on recent transactions of similar properties (aka. comps). The most common way to value a website is to price …
Continue readingInvesting in Small Websites: 2012 to 2019
It’s been about 4 years since we last wrote about website valuations, continuing the work of a project we started 8 years ago. One of our readers recently commented that valuations have risen. He’s absolutely …
Continue readingHow To Calculate & Use Unit Contribution Margin
Unit contribution margin is the difference between the average selling price of a unit of product and the variable cost of making and delivering that unit. This represents the incremental “contribution” of an additional unit …
Continue readingHow To Turnaround A Failing Business
If you run your own business and it has all been plain sailing, then you are one of the lucky few. Most businesses have their peaks and troughs, and most must fight their way out …
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