Holden Advisors Blog

Price Plots Can Hide Big Price Leakages

Posted 18 Jul, 2018 | Posted in: Newsletter
Ellen Quackenbush Written by Ellen Quackenbush

You and your pricing team have been diligent in using your pricing software to monitor price realization and eliminate outliers, reduce...

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The Imperative for Understanding Buyer Behavior

Posted 18 Jul, 2018 | Posted in: Newsletter, Negotiating with Backbone
Written by Emily Macaulay

In a recently published study, there was a claim that nearly three quarters of executives do not understand Buyer Behavior1. What an interesting...

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Fast Fixes: Three Things You Can Do to Acquire Profitable Customers

Posted 26 Jun, 2018 | Posted in: Newsletter
Saad Shahzad Written by Saad Shahzad

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...

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Bullies and Backbone

Posted 26 Jun, 2018 | Posted in: Newsletter, Negotiating with Backbone
Reed Holden Written by Reed Holden

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...

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Translating Value for Sellers and Customers

Posted 23 May, 2018 | Posted in: Newsletter, Uncovering your Value
Tim Mullane Written by Tim Mullane

I recently spoke with a major supplier to semiconductor manufacturers. The semiconductor industry has a handful of global players owning 80% of...

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Field Report – Are You Saying “No” Too Much in Your Team?

Posted 23 May, 2018 | Posted in: Newsletter
Adele Mclean Written by Adele Mclean

I have been reflecting on Travis Umpleby’s article, 3 Qualities of a High-Performance Pricing Team, and I wanted to share some observations from...

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Big Customer Negotiating: Dancing with a Gorilla

Posted 23 May, 2018 | Posted in: Newsletter
Reed Holden Written by Reed Holden

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...

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The Secret to Post-Merger Success

Posted 21 Mar, 2018 | Posted in: Newsletter, Selling with Confidence
Tim Mullane Written by Tim Mullane
Mergers can be a terrific way to grow your business, customer base, and product offerings. Given the changes in the regulatory environment, access... Read More

Special Report from the Field

Posted 21 Mar, 2018 | Posted in: Newsletter, Pricing with Confidence
Richard Harrington Written by Richard Harrington
This is a special pricing improvement project update from the field.

In our most recent pricing improvement project, we were tasked with finding...

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Think What Price Can Do, Not What Price Should Be

Posted 14 Feb, 2018 | Posted in: Newsletter, Pricing with Confidence
Richard Harrington Written by Richard Harrington

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...

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