Holden Advisors Blog

Celebrating 10 Years of Pricing with Confidence (video 9 of 11)

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

Mergers can be a terrific way to grow your business, customer base, and product offerings. Given the changes in the regulatory environment, access to capital, and overall market appreciation, we see many companies choose a merger as a growth strategy now. The message to shareholders promises 1+1=3. In other words, the new whole will be greater than the sum of its parts. A single transaction promises that a stronger market position will lead to a significant increase in sales—while reducing costs.

However, the promise of the merger can often fall short of the reality.

Topics: Newsletter, Selling with Confidence

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.

Topics: Newsletter, Pricing with Confidence

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

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

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

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

Good-better-best pricing is everywhere. Companies often offer choices on just about everything from all-organic ingredients, to cable bundles for sports fans and those for movie buffs, or pay-in-advance hotel reservations.

Topics: Pricing with Confidence, Selling with Confidence

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!”

Topics: Newsletter, Pricing with Confidence

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:

Topics: Newsletter, Pricing with Confidence

I received a call late Friday afternoon from one of our clients, a $800m DaaS company. The VP of Sales Transformation had attended a recent Negotiating with Backbone^SM workshop and played the role of a Coach. She was collecting revenue-and-profit impact stories from the 30 employees who had also attended the workshop, and she was thrilled with the results they were reporting.

Topics: Newsletter, Selling with Confidence

Topics: Negotiating with Backbone