--- title: Weekly Blog for Holden Advisors | Saad Shahzad description: Business Consulting Manager --- [![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 ## Saad Shahzad ![Saad Shahzad](https://blog.holdenadvisors.com/hubfs/HoldenHS%20(9%20of%2012).jpg) Business Consulting Manager Find me on: ### Recent Posts ## [Discounting is a Nasty Habit](https://blog.holdenadvisors.com/discounting-is-a-nasty-habit) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Sep 26, 2019 5:00:00 AM - [Tweet](https://twitter.com/share) [![e5e14334890719.56e180acccfdb](https://blog.holdenadvisors.com/hubfs/e5e14334890719.56e180acccfdb.png)](https://blog.holdenadvisors.com/discounting-is-a-nasty-habit) Are you sick of hearing about the need to protect your premium high value offerings and stop discounting? Well, you may be sick of hearing it, but it's **true**. [Read More](https://blog.holdenadvisors.com/discounting-is-a-nasty-habit) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/discounting-is-a-nasty-habit#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [value selling](https://blog.holdenadvisors.com/tag/value-selling) ## [Does your organization struggle with discounting?](https://blog.holdenadvisors.com/does-your-organization-struggle-with-discounting) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Aug 21, 2019 10:48:12 AM - [Tweet](https://twitter.com/share) [![Sale v2](https://blog.holdenadvisors.com/hubfs/Sale%20v2.jpg)](https://blog.holdenadvisors.com/does-your-organization-struggle-with-discounting) Do you think your sales team effectively sells the value that you provide to your customers? And how would you measure that, anyway? [Read More](https://blog.holdenadvisors.com/does-your-organization-struggle-with-discounting) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/does-your-organization-struggle-with-discounting#comments-listing) Topics: [Negotiating with Backbone](https://blog.holdenadvisors.com/tag/negotiating-with-backbone), [value selling](https://blog.holdenadvisors.com/tag/value-selling) ## [How to Drive Accountability in Leadership Teams](https://blog.holdenadvisors.com/how-to-drive-accountability-in-leadership-teams) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Mar 19, 2019 11:39:37 AM - [Tweet](https://twitter.com/share) [![markus-spiske-1142262-unsplash-1](https://blog.holdenadvisors.com/hubfs/markus-spiske-1142262-unsplash-1.jpg)](https://blog.holdenadvisors.com/how-to-drive-accountability-in-leadership-teams) Leading an executive team can be challenging at times, especially during a time of underperformance. A recent client reminded us just how difficult and why. [Read More](https://blog.holdenadvisors.com/how-to-drive-accountability-in-leadership-teams) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/how-to-drive-accountability-in-leadership-teams#comments-listing) Topics: [Driving Accountability](https://blog.holdenadvisors.com/tag/driving-accountability), [Silos](https://blog.holdenadvisors.com/tag/silos) ## [Fast Fixes: Three Things You Can Do to Acquire Profitable Customers](https://blog.holdenadvisors.com/fast-fixes-3-things-you-can-do-to-acquire-profitable-customers) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Jun 26, 2018 10:15:44 AM - [Tweet](https://twitter.com/share) [![profitable-customers-1](https://blog.holdenadvisors.com/hubfs/profitable-customers-1.png)](https://blog.holdenadvisors.com/fast-fixes-3-things-you-can-do-to-acquire-profitable-customers) What is the foremost goal of a successful business? To make a profit. Now, this may seem obvious, but in working across industries, it seems to me that many businesses need a reminder. I see this time and time again, clients getting so mired in details and day-to-day fire drills they lose focus.  The ultimate objective: stop worrying about revenue and volume, and focus on profit. [Read More](https://blog.holdenadvisors.com/fast-fixes-3-things-you-can-do-to-acquire-profitable-customers) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/fast-fixes-3-things-you-can-do-to-acquire-profitable-customers#comments-listing) Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter) ## [Field Report: Focus on Highest Paying Customers to Reduce Churn](https://blog.holdenadvisors.com/focus-on-highest-paying-customers-to-reduce-churn) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Apr 18, 2018 12:53:36 PM - [Tweet](https://twitter.com/share) [![field-report-holden](https://blog.holdenadvisors.com/hubfs/field-report-holden.png)](https://blog.holdenadvisors.com/focus-on-highest-paying-customers-to-reduce-churn) Recently we performed a pricing outlier analysis for one of our clients.  Like any good pricing analyst would do, the team started with identifying customers receiving heavy discounts, or what we call “low hanging fruit."  We realized that after addressing the low-hanging fruit and creating visibility via a dashboard, we needed to turn the organization’s attention to the high-paying, loyal, Relationship-buying outliers also.  Why?   [Read More](https://blog.holdenadvisors.com/focus-on-highest-paying-customers-to-reduce-churn) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/focus-on-highest-paying-customers-to-reduce-churn#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [Do Price Discounts Solve Customer Service Issues? Not Really](https://blog.holdenadvisors.com/price-discounts-do-not-solve-customer-service-issues) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Nov 14, 2017 5:13:13 PM - [Tweet](https://twitter.com/share) [![discount-not-pricing-solution.jpg](https://blog.holdenadvisors.com/hubfs/Imported_Blog_Media/discount-not-pricing-solution.jpg)](https://blog.holdenadvisors.com/price-discounts-do-not-solve-customer-service-issues) All pricers think there can be improvements in getting the right price. Recently, I experienced a situation with the right pricing, product, and negotiating [strategy](http://www.holdenadvisors.com/papers/making-salespeople-champions-of-pricing-strategy/). The story starts with my wireless provider. I had issues of dropped calls and, in frustration, I called their customer service. The agent told me that there was a scheduled maintenance going on at the cell tower which would make my experience better in the future. They apologized for the issue and told me that it would be fixed within 24 hours. Having done this a couple of times, I was trained to know that this could get me a price [discount](http://www.holdenadvisors.com/studies/creating-alternatives-discounting/). So, I told the agent that I would be leaving their service. As soon as the agent heard that, he transferred my call to the Save Team. I knew I had them now. The Save Team would offer me great discounts not to discontinue the service. [Read More](https://blog.holdenadvisors.com/price-discounts-do-not-solve-customer-service-issues) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/price-discounts-do-not-solve-customer-service-issues#comments-listing) Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter) ## [3 Keys to Overcome Fear and Realize Greater Pricing ROI](https://blog.holdenadvisors.com/maximize-profit-gains-overcome-fear-realize-roi-pricing) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Sep 27, 2017 11:49:44 PM - [Tweet](https://twitter.com/share) [![39503779_m.jpg](https://blog.holdenadvisors.com/hubfs/Imported_Blog_Media/39503779_m.jpg)](https://blog.holdenadvisors.com/maximize-profit-gains-overcome-fear-realize-roi-pricing) As a pricing professional, I always love to quote the study that a 1% improvement in price leads to 11% in operating profit, whereas a 1% increase in volume sold improves only by 3.3%[\[1\]](https://blog.holdenadvisors.com/author/saad-shahzad#_ftn1). If the business case for managing and improving price is so apparent, why don’t more companies do it? [Read More](https://blog.holdenadvisors.com/maximize-profit-gains-overcome-fear-realize-roi-pricing) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/maximize-profit-gains-overcome-fear-realize-roi-pricing#comments-listing) Topics: [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence), [Selling with Confidence](https://blog.holdenadvisors.com/tag/selling-with-confidence) ## [Pricing's Non-Linear Effect on Your Bottom Line](https://blog.holdenadvisors.com/pricings-non-linear-effect-bottom-line) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Jul 26, 2017 6:43:32 PM - [Tweet](https://twitter.com/share) [![bottom-line-pricing.jpg](https://blog.holdenadvisors.com/hubfs/Imported_Blog_Media/bottom-line-pricing.jpg)](https://blog.holdenadvisors.com/pricings-non-linear-effect-bottom-line)   [Read More](https://blog.holdenadvisors.com/pricings-non-linear-effect-bottom-line) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/pricings-non-linear-effect-bottom-line#comments-listing) Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter), [Pricing with Confidence](https://blog.holdenadvisors.com/tag/pricing-with-confidence) ## [Situational Buyer Type: From Value Buyer to Poker Player](https://blog.holdenadvisors.com/situational-buyer-type) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Jun 7, 2017 5:55:58 PM - [Tweet](https://twitter.com/share) [![value-buyer-poker-player.jpg](https://blog.holdenadvisors.com/hubfs/Imported_Blog_Media/value-buyer-poker-player.jpg)](https://blog.holdenadvisors.com/situational-buyer-type) When we train people on *Negotiating with Backbone*, every now and then we get the question, “Can a buyer type change at different times?” The answer we give is, “Yes, it depends on the situation.” Today I want to share a situation I went through while getting an oil change for my car. [Read More](https://blog.holdenadvisors.com/situational-buyer-type) 21 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/situational-buyer-type#comments-listing) Topics: [Newsletter](https://blog.holdenadvisors.com/tag/newsletter) ## [Your Customers Want You to Grow with Them…Just Listen!](https://blog.holdenadvisors.com/your-customers-want-you-to-grow-with-themjust-listen) Posted by [Saad Shahzad](https://blog.holdenadvisors.com/author/saad-shahzad) on Nov 11, 2016 7:00:26 AM - [Tweet](https://twitter.com/share) Every company that we have worked with wants to grow. They set growth targets and communicate it to their shareholders. Achieving these targets can mean make or break for the organization. At times, we see companies become overwhelmed with options in their pursuit of growth and while under immense pressure from shareholders, seem to be standing still versus moving forward. If you are in a company in a mature industry, chances are there aren’t many green fields left to grow. Faced with this situation, what can a company do? How can a company exceed market expectations and drive shareholder value? [Read More](https://blog.holdenadvisors.com/your-customers-want-you-to-grow-with-themjust-listen) 0 Comments [Click here to read/write comments](https://blog.holdenadvisors.com/your-customers-want-you-to-grow-with-themjust-listen#comments-listing) Topics: [Uncovering your Value](https://blog.holdenadvisors.com/tag/uncovering-your-value) [All posts](https://blog.holdenadvisors.com/all) ### **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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