Holden Advisors' Greatest Hits of 2017

Posted by Alison Yama on Dec 13, 2017 11:01:45 AM
Alison Yama
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‘Tis the season for car commercials and countdowns.  I will spare you the sentimentality of the great American holiday car spots.  Instead, I bring you a bit of fun to close out this holiday season.  We’ve had a super year working on really complex and challenging pricing issues, discovering hidden value for clients, and working with sales people to protect that value in negotiations.  Some of those same consultants are also talented (and competitive) writers who enjoy sharing insights with our followers.  Let’s see who scored the most page views on their blogs.

Without further ado – Holden’s Greatest Blog Hits of 2017!

Blog #3: Consequences of a Discount Culture by Richard Harrington

I am a bit bitter about this one, since Richard beat out my own blog by a lousy 4 page views, but here goes:

In this popular post, Dr. Harrington uses Elon Musk as a golden child of holding the line against discounting his Tesla automobiles.  Before you express, “Yeah, but that’s easy for Elon Musk to say…” Hold on.  Richard gives us lessons we all can take from Musks actions and apply in our own organizations.

Blog #2: If Value Falls in the Woods by Travis Umpleby

In this blog, written as only Travis can write it, he asks the age-old question, “If a tree falls in woods, and no one is around to hear it, does it make a sound?”  But then he turns it on its head for pricing people and asks, “If a supplier’s product or service impacts a customer’s business, but a customer doesn’t recognize it, does that value exist?”  Tune in to Travis’ blog to see if you agree or disagree with his conclusion.


(And drumroll please.)


Blog #1: Pricing & Revenue Dashboard: Keys to Profit Improvement by Mayuresh Saravanakumar

To be fair, Mayuresh wrote an outstanding series on pricing analytics that was a hit with pricing peers.  This particular blog happened to be the top performing blog in the series, but the other articles in the series were very compelling and equally as informative.  In this blog, Mayuresh explains how to set up pricing and revenue tracking metrics to identify progress and weaknesses over time.

If you want to read the other pieces in this standout series, here is your shortcut:

What Gets Measured Gets Done

Discounting Control Tool of Choice – The Price Plot

Waterfall Analysis and Pareto Analytics That Drive Decision Making


Thanks to all of our clients, current and past, and those who follow Holden Advisors’ postings on social media and in the blogosphere!  We look forward to bringing you more great insights to generate even more profitable growth in 2018!  Happy New Year!

Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Confidence, Uncovering your Value