--- title: Weekly Blog for Holden Advisors | Richard Harrington description: Pricing and Value Consultant --- [![Holden Advisors](https://blog.holdenadvisors.com/hubfs/Holdenadvisors_November2018%20Theme/Images/logo.jpg)](https://www.holdenadvisors.com/) - About - [Overview](https://www.holdenadvisors.com/about/overview/) - [Core Values](https://www.holdenadvisors.com/about/core-values/) - [Leadership](https://www.holdenadvisors.com/about/leadership/) - [Partners](https://www.holdenadvisors.com/about/partners/) - [Careers](https://www.holdenadvisors.com/about/careers/) - [Solutions](https://www.holdenadvisors.com/about/overview/#) - [Sales](https://www.holdenadvisors.com/about/overview/#) - [Overview](https://go.holdenadvisors.com/solutions/sales/improve-sales-performance) - [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/) - [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/) - [Coaching](https://www.holdenadvisors.com/solutions/sales/coaching/) - [Pricing](https://www.holdenadvisors.com/about/overview/#) - [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance) - [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/) - [Analytics](https://www.holdenadvisors.com/solutions/pricing/analytics/) - [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/) - [Insights](https://www.holdenadvisors.com/about/overview/#) - [Blog](https://www.holdenadvisors.com/blog/) - [Video Series](https://www.holdenadvisors.com/about/overview/#) - [Pricing with Confidence](https://go.holdenadvisors.com/pricing-with-confidence) - [Publications](https://www.holdenadvisors.com/about/overview/#) - [Books](https://www.holdenadvisors.com/insights/publications/books/) - [White Papers](https://www.holdenadvisors.com/papers) - [Newsletter](https://blog.holdenadvisors.com/tag/newsletter) - [Case Studies](https://www.holdenadvisors.com/studies) - [Events, Webinars & Podcasts](https://www.holdenadvisors.com/insights/events-webinars-podcasts/) - [Reed’s Bookshelf](https://www.holdenadvisors.com/bookshelf) - [Contact](https://www.holdenadvisors.com/contact-us/) - About - [Overview](https://www.holdenadvisors.com/about/overview/) - [Core Values](https://www.holdenadvisors.com/about/core-values/) - [Leadership](https://www.holdenadvisors.com/about/leadership/) - [Partners](https://www.holdenadvisors.com/about/partners/) - [Careers](https://www.holdenadvisors.com/about/careers/) - [Solutions](https://www.holdenadvisors.com/about/overview/#) - [Sales](https://www.holdenadvisors.com/about/overview/#) - [Overview](https://go.holdenadvisors.com/solutions/sales/improve-sales-performance) - [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/) - [Selling With Backbone](https://www.holdenadvisors.com/solutions/sales/selling-with-backbone/) - [Coaching](https://www.holdenadvisors.com/solutions/sales/coaching/) - [Pricing](https://www.holdenadvisors.com/about/overview/#) - [Overview](https://go.holdenadvisors.com/solutions/improve-pricing-performance) - [Audit](https://www.holdenadvisors.com/solutions/pricing/audit/) - [Analytics](https://www.holdenadvisors.com/solutions/pricing/analytics/) - [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/) - [Insights](https://www.holdenadvisors.com/about/overview/#) - [Blog](https://www.holdenadvisors.com/blog/) - [Video Series](https://www.holdenadvisors.com/about/overview/#) - [Pricing with Confidence](https://go.holdenadvisors.com/pricing-with-confidence) - [Publications](https://www.holdenadvisors.com/about/overview/#) - [Books](https://www.holdenadvisors.com/insights/publications/books/) - [White Papers](https://www.holdenadvisors.com/papers) - [Newsletter](https://blog.holdenadvisors.com/tag/newsletter) - [Case Studies](https://www.holdenadvisors.com/studies) - [Events, Webinars & Podcasts](https://www.holdenadvisors.com/insights/events-webinars-podcasts/) - [Reed’s Bookshelf](https://www.holdenadvisors.com/bookshelf) - [Contact](https://www.holdenadvisors.com/contact-us/) # Holden Advisors Blog ## Richard Harrington ![Richard Harrington](https://blog.holdenadvisors.com/hubfs/HoldenHS%20(7%20of%2012).jpg) Pricing and Value Consultant Find me on: ### Recent Posts ## [Spring Cleaning for Your Product Portfolio](https://blog.holdenadvisors.com/spring-cleaning-for-your-product-portfolio) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Mar 28, 2019 11:12:46 AM - [Tweet](https://twitter.com/share) [![32147702_l](https://blog.holdenadvisors.com/hubfs/32147702_l.jpg)](https://blog.holdenadvisors.com/spring-cleaning-for-your-product-portfolio) We see it often, companies build extensive product portfolios over time, ultimately paralyzing the organization with maintenance activities, instead of focusing on the strategic and tactical elements that deliver value to their customers. This is often referred to as product proliferation. Some causes include: [Read More](https://blog.holdenadvisors.com/spring-cleaning-for-your-product-portfolio) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/spring-cleaning-for-your-product-portfolio#comments-listing) Topics: [product portfolio](https://blog.holdenadvisors.com/tag/product-portfolio), [tidying up](https://blog.holdenadvisors.com/tag/tidying-up) ## [GEICO is Turning Me Into a Poker Player](https://blog.holdenadvisors.com/geico-is-turning-me-into-a-poker-player) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Feb 26, 2019 1:37:03 PM - [Tweet](https://twitter.com/share) [![chris-liverani-551995-unsplash](https://blog.holdenadvisors.com/hubfs/chris-liverani-551995-unsplash.jpg)](https://blog.holdenadvisors.com/geico-is-turning-me-into-a-poker-player) I recently renewed my car insurance. It had been a few years since I’d changed the policy, and the cars were now half a decade older, so I decided to call GEICO to see if they could save me some money; after all, they promise new customers that [15 minutes can save them 15% (or more)](https://www.forbes.com/sites/priceonomics/2018/09/21/is-the-claim-that-you-save-15-with-geico-actually-true/#4bf461d24e93) from their bill. I was underwhelmed with the call. It turned out they could offer me very little, even though the policy had declined in value due to the lower value of the vehicles covered. So I decided to shop around with competitors, and lo and behold, Progressive could save me – a new customer – $400 a year on my plan. [Read More](https://blog.holdenadvisors.com/geico-is-turning-me-into-a-poker-player) 2 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/geico-is-turning-me-into-a-poker-player#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone) ## [Dynamic Pricing – Do Your Customers Own Your Pricing Strategy?](https://blog.holdenadvisors.com/dynamic-pricing-what-should-you-do-if-customers-own-your-pricing-strategy) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Dec 18, 2018 3:41:38 PM - [Tweet](https://twitter.com/share) [![insights_5337](https://blog.holdenadvisors.com/hubfs/insights_5337.jpg)](https://blog.holdenadvisors.com/dynamic-pricing-what-should-you-do-if-customers-own-your-pricing-strategy) Dynamic pricing is a hot topic right now. With the advent of big data and IT quoting systems, many businesses are excited at the prospect of charging each customer at their willingness to pay for their product, rather than a flat or segmented price. As Bob Crandall, former CEO of American Airlines once put it “*If I have 2,000 customers on a given route and 400 prices, I’m obviously short 1,600 prices*." Think of all that money you’ve been leaving on the table with regular segmentation; if you could grab that, your profits would go through the roof! [Read More](https://blog.holdenadvisors.com/dynamic-pricing-what-should-you-do-if-customers-own-your-pricing-strategy) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/dynamic-pricing-what-should-you-do-if-customers-own-your-pricing-strategy#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [Amazon's Tale of Two Cities and Saying Goodbye to the Rabbits](https://blog.holdenadvisors.com/amazons-tale-of-two-cities-and-saying-goodbye-to-the-rabbits) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Nov 15, 2018 6:00:00 AM - [Tweet](https://twitter.com/share) [![Amazon 2](https://blog.holdenadvisors.com/hubfs/Amazon%202.jpg)](https://blog.holdenadvisors.com/amazons-tale-of-two-cities-and-saying-goodbye-to-the-rabbits) So there it is. Amazon’s year long quest for its second headquarters has finally ended with an announcement that the will be shared by two cities, Long Island City, New York and Arlington, Virginia. When Jeff Bezos first announced the plan for HQ2, he promised to scour the nation for the right candidate, soliciting bids from cities across that nation outlining their plans on infrastructure, education and, of course, the tax breaks they were willing to give to have the honor of hosting Amazon’s second home and the jobs and prosperity that would bring. [Read More](https://blog.holdenadvisors.com/amazons-tale-of-two-cities-and-saying-goodbye-to-the-rabbits) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/amazons-tale-of-two-cities-and-saying-goodbye-to-the-rabbits#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone) ## [Do You Live or Die on Your Ability to Get Price? 3 Essential Tips to Improve your Commercial Strategy](https://blog.holdenadvisors.com/do-you-live-or-die-on-your-ability-to-get-price-here-are-your-3-essential-tips) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Aug 15, 2018 9:38:49 PM - [Tweet](https://twitter.com/share) [![Growing Dollars_Pexels](https://blog.holdenadvisors.com/hubfs/Growing%20Dollars_Pexels.jpeg)](https://blog.holdenadvisors.com/do-you-live-or-die-on-your-ability-to-get-price-here-are-your-3-essential-tips) At a recent networking event, I was chatting with a pricing manager from a major company famed for their innovation. She made a comment that really struck me: [Read More](https://blog.holdenadvisors.com/do-you-live-or-die-on-your-ability-to-get-price-here-are-your-3-essential-tips) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/do-you-live-or-die-on-your-ability-to-get-price-here-are-your-3-essential-tips#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [Is elasticity the best tool in your arsenal? Not always](https://blog.holdenadvisors.com/is-elasticity-the-best-tool-in-your-arsenal-not-always) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Jun 20, 2018 1:36:10 PM - [Tweet](https://twitter.com/share) [![elasticity](https://blog.holdenadvisors.com/hubfs/elasticity.jpg)](https://blog.holdenadvisors.com/is-elasticity-the-best-tool-in-your-arsenal-not-always) When deciding on the price to charge in the market, many companies look to price elasticity— how the volume sold changes with the price charged to work towards what they hope will be a profit maximizing price. [Read More](https://blog.holdenadvisors.com/is-elasticity-the-best-tool-in-your-arsenal-not-always) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/is-elasticity-the-best-tool-in-your-arsenal-not-always#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [Apply One of Three Simple Pricing Strategies ](https://blog.holdenadvisors.com/one-of-three-simple-pricing-strategies) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Apr 11, 2018 11:00:00 PM - [Tweet](https://twitter.com/share) [![holden-10-celebration-1](https://blog.holdenadvisors.com/hubfs/holden-10-celebration-1.png)](https://blog.holdenadvisors.com/one-of-three-simple-pricing-strategies) Celebrating 10 Years of Pricing with Confidence (video 4 of 11). [Read More](https://blog.holdenadvisors.com/one-of-three-simple-pricing-strategies) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/one-of-three-simple-pricing-strategies#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Celebrating 10 Years of Pricing with Confidence](https://blog.holdenadvisors.com/tag/celebrating-10-years-of-pricing-with-confidence) ## [Special Report from the Field](https://blog.holdenadvisors.com/acquisition-revenue-quick-hits) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Mar 21, 2018 5:29:30 PM - [Tweet](https://twitter.com/share) [![field-report-holden](https://blog.holdenadvisors.com/hubfs/field-report-holden.png)](https://blog.holdenadvisors.com/acquisition-revenue-quick-hits) This is a special pricing improvement project update from the field. In our most recent pricing improvement project, we were tasked with finding some low-hanging fruit to execute in 60 days. Our client, a $9B company that has grown as a result of multiple acquisitions is dealing with very complex systems, process, and people integration issues. [Read More](https://blog.holdenadvisors.com/acquisition-revenue-quick-hits) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/acquisition-revenue-quick-hits#comments-listing) Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [Think What Price Can Do, Not What Price Should Be](https://blog.holdenadvisors.com/think-what-can-price-do-not-what-price-should-be) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Feb 14, 2018 7:57:04 PM - [Tweet](https://twitter.com/share) [![pricing-worries](https://blog.holdenadvisors.com/hubfs/pricing-worries.jpg)](https://blog.holdenadvisors.com/think-what-can-price-do-not-what-price-should-be) During a recent conversation, a pricing manager from a client confessed he felt frustrated with his current state of affairs. He felt the way his company manages pricing is reactive. Exasperated, he cried out, “I want people to stop asking me what we want our prices to be, and start asking me what we want our prices to do!” [Read More](https://blog.holdenadvisors.com/think-what-can-price-do-not-what-price-should-be) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/think-what-can-price-do-not-what-price-should-be#comments-listing) Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [Value Is the Christmas Cheer Even Scrooge Can Get Behind](https://blog.holdenadvisors.com/value-christmas-cheer-even-scrooge-can-get-behind) Posted by [Richard Harrington](https://blog.holdenadvisors.com/author/richard-harrington) on Dec 13, 2017 3:37:12 PM - [Tweet](https://twitter.com/share) [![pricing-value-scrooge.png](https://blog.holdenadvisors.com/hubfs/Imported_Blog_Media/pricing-value-scrooge.png)](https://blog.holdenadvisors.com/value-christmas-cheer-even-scrooge-can-get-behind) Nothing beats the smell of a real Christmas tree. Every year on the weekend following Thanksgiving, my wife and I head to the local pop-up seller where tree farmers from up north display their wares of Balsam, Frasers, and Douglas Firs. We evaluate each tree based on size, ability to hold ornaments, the shape, propensity for needle drop, etc. and select a full tree carefully measured to be one inch lower than our ceiling. [Read More](https://blog.holdenadvisors.com/value-christmas-cheer-even-scrooge-can-get-behind) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/value-christmas-cheer-even-scrooge-can-get-behind#comments-listing) Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value) [All posts](https://blog.holdenadvisors.com/all) [Next](https://blog.holdenadvisors.com/author/richard-harrington/page/2) ### **Search the Holden Advisors Blog:** This is a search field with an auto-suggest feature attached. - There are no suggestions because the search field is empty. ### Subscribe Below: ### Recent Posts ### Posts by Tag - [Pricing with Confidence (68)](https://blog.holdenadvisors.com/tag/pricing-with-confidence) - [Negotiating with Backbone (63)](https://blog.holdenadvisors.com/tag/negotiating-with-backbone) - [Selling with Confidence (43)](https://blog.holdenadvisors.com/tag/selling-with-confidence) - [Newsletter (41)](https://blog.holdenadvisors.com/tag/newsletter) - [Uncovering your Value (26)](https://blog.holdenadvisors.com/tag/uncovering-your-value) - [Celebrating 10 Years of Pricing with Confidence (12)](https://blog.holdenadvisors.com/tag/celebrating-10-years-of-pricing-with-confidence) - [value selling (9)](https://blog.holdenadvisors.com/tag/value-selling) - [Selling with Backbone (8)](https://blog.holdenadvisors.com/tag/selling-with-backbone) - [value (8)](https://blog.holdenadvisors.com/tag/value) - [pricing (6)](https://blog.holdenadvisors.com/tag/pricing) - [Commercial Transformation (5)](https://blog.holdenadvisors.com/tag/commercial-transformation) - [Setting Price (4)](https://blog.holdenadvisors.com/tag/setting-price) - [customer experience (4)](https://blog.holdenadvisors.com/tag/customer-experience) - [actionable insights (3)](https://blog.holdenadvisors.com/tag/actionable-insights) - [procurement (3)](https://blog.holdenadvisors.com/tag/procurement) - [sales (3)](https://blog.holdenadvisors.com/tag/sales) - [Pricing Strategy (2)](https://blog.holdenadvisors.com/tag/pricing-strategy) - [big data (2)](https://blog.holdenadvisors.com/tag/big-data) - [buying center (2)](https://blog.holdenadvisors.com/tag/buying-center) - [customer loyalty (2)](https://blog.holdenadvisors.com/tag/customer-loyalty) - [pricing metrics (2)](https://blog.holdenadvisors.com/tag/pricing-metrics) - [winning proposal (2)](https://blog.holdenadvisors.com/tag/winning-proposal) - [Driving Accountability (1)](https://blog.holdenadvisors.com/tag/driving-accountability) - [Silos (1)](https://blog.holdenadvisors.com/tag/silos) - [b2b pricing (1)](https://blog.holdenadvisors.com/tag/b2b-pricing) - [bundling (1)](https://blog.holdenadvisors.com/tag/bundling) - [gatekeeper (1)](https://blog.holdenadvisors.com/tag/gatekeeper) - [jump the shark (1)](https://blog.holdenadvisors.com/tag/jump-the-shark) - [on demand (1)](https://blog.holdenadvisors.com/tag/on-demand) - [peloton (1)](https://blog.holdenadvisors.com/tag/peloton) - [pricing models (1)](https://blog.holdenadvisors.com/tag/pricing-models) - [product portfolio (1)](https://blog.holdenadvisors.com/tag/product-portfolio) - [rabbit (1)](https://blog.holdenadvisors.com/tag/rabbit) - [revenue (1)](https://blog.holdenadvisors.com/tag/revenue) - [rolling stone (1)](https://blog.holdenadvisors.com/tag/rolling-stone) - [subscription (1)](https://blog.holdenadvisors.com/tag/subscription) - [tidying up (1)](https://blog.holdenadvisors.com/tag/tidying-up) See all ### Newsletter and Blog ### About Us Holden Advisors are experts in the pricing and sales performance development space.  We help our clients take control of their differential value and use it to transform their business. ## [Learn More](https://www.holdenadvisors.com/negotiation-value-pricing-consultants/) - Quick Links - [Contact](https://www.holdenadvisors.com/contact-us/) - [About](https://www.holdenadvisors.com/about/overview/) - [Blog](https://www.holdenadvisors.com/blog/) - [Books](https://www.holdenadvisors.com/insights/publications/books/) - [Case Studies](https://www.holdenadvisors.com/studies) - [Negotiating With Backbone](https://www.holdenadvisors.com/solutions/sales/negotiating-with-backbone/) - [Value-Based Pricing](https://www.holdenadvisors.com/solutions/pricing/value-based-pricing/) - [Privacy Policy](https://www.holdenadvisors.com/privacy-policy/) - [Home](https://www.holdenadvisors.com/) Copyright © 2018 Holden Advisors. 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