Reed Holden

Reed Holden

Recent Posts

3 Essential Elements of a Successful Transformation

Posted by Reed Holden on Jan 23, 2020 9:15:58 PM

We’ve worked with many companies that are going through commercial transformations and, while I’m glad to see more and more companies adopting transformational efforts, the fact remains that many are doomed to fail.

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Topics: Uncovering your Value, customer experience, Commercial Transformation

On Pricing Power and Fairness

Posted by Reed Holden on Sep 3, 2019 1:30:09 PM

The following article is my reaction to a blog from a friend, Steve Haggett at Iron Mountain.  He responded to an article from our Patrick McCullough about some of the pricing abuses in the pharmaceutical industry. 

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Topics: Pricing with Confidence, Setting Price

Take Value to the Next Level

Posted by Reed Holden on Jul 31, 2019 3:46:04 PM

It was a tough conversation but in the end, it was simple and quite insightful. It started with a client pushing back on price. We responded that it was going to cost us a lot to get the job done. She came back saying it was a lot of money to support only a few people, especially when they had more to train.  We realized that we could run the engagement with more people in the same session…same cost for us and better outcomes for the client. The client was happy and placed the order.

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Topics: value

Fixing the Leaky Boat

Posted by Reed Holden on Mar 19, 2019 11:44:38 AM

Here's the question: Is it harder to set prices or control them once they are set? Next, think about where you spend most of your time? Sorry, that was two, but each is equally important. Why?  Because if you struggle with one, you’ll be too busy with the other to fix it.

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Topics: Setting Price

A Continuing Saga: What If Your Customers Hate You?

Posted by Reed Holden on Sep 18, 2018 10:13:01 AM

Last month, I wrote about problems with the phone company that provides service to our home in the woods of Maine. If you don’t remember, the service is terrible and the process to get problems resolved is awful. In any case, we were in Maine recently, and saw a truck for a competitive phone company. I couldn't wait to call them. Though the call was quick and to the point, the customer service representative gave me the options and informed me that it was going to be at least a month before the service became available. When it is available, we will be switching to the new phone provider. Why? Because over time, I have come to absolutely hate dealing with the current telephone provider

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Topics: Negotiating with Backbone

When Discounting Moves from Dangerous to Disastrous

Posted by Reed Holden on Sep 6, 2018 6:25:16 AM

OK, I get it. In rapidly growing markets, it's worth it to discount your products and services, in order to establish and expand your footprint. The high-tech guys have known this for years and use that strategy quite effectively.

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Topics: Negotiating with Backbone

Bullies and Backbone

Posted by Reed Holden on Jun 26, 2018 10:14:57 AM

Recently, we've seen a number of negotiators get taken to the cleaners in business and politics when they just didn't know how to deal with a bully. You know who they are: they yell and scream at you, pounding the table throughout the process. Think about the current trade negotiations with China—the same thing happens in business all the time.

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Topics: Negotiating with Backbone, Newsletter

Big Customer Negotiating: Dancing with a Gorilla

Posted by Reed Holden on May 23, 2018 1:21:49 PM

Big or small, almost all B2B companies have to sell to large, powerful companies because they believe that the "big win" keeps the plant running or resources at capacity. Those negotiations are often tough and focus on price. “Tough” isn't quite the right word – how about brutal? Those big companies, or gorillas, control a lot of revenue, and like it or not, we have to sell to them. As a result of those brutal negotiations, the oftentimes smaller seller will lose money or barely break even. 

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Topics: Newsletter

Price with Confidence: Remember Who You Are

Posted by Reed Holden on Mar 8, 2018 6:02:00 AM

Celebrating 10 Years of Pricing with Confidence (video 11 of 11)

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Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence

Tech Giants Apple, Google, and Amazon Get Pricing Right

Posted by Reed Holden on Feb 14, 2018 7:56:25 PM

In an article published recently in the “Technology” section of The Wall Street Journal, the author, Jack Nicas, alluded to pricing excellence in the three giants of U.S. and global technology: Apple, Google, and Amazon. Here are the results of the last quarter:

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Topics: Newsletter, Pricing with Confidence