Tag Archives: Perspective
How are pricing and negotiation linked?
A lot of professionals struggle to fully understand the link between pricing and negotiation. Here are some thoughts to help understand how pricing and negotiations are linked. The challenge Many professionals find it difficult to … Continue reading
Posted in Fee Management, Negotiation Fundamentals, Pricing
Tagged fee management, Fee negotiation, logic, Perspective, pricing, process, Value claiming, value creating
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Pitching without pricing – a form of madness
Why pitching without good pricing is a form of madness and harmful to a firm Continue reading
What we can learn from (our) kids
For my first “serious” blog for 2017 I start with something more personal and lighthearted – learning from kids. The following is best taken with a pinch of salt and/or a good glass of wine. … Continue reading
Posted in Humor, Opinion
Tagged Kids, learning, Outstanding negotiators, Perspective
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Value vs cost vs ROI – too difficult to handle?
ROI (Return on Investment) should, in theory, be an easy concept with which professionals can set a ‘fair’ price. ROI should also help establish the value of a piece of work and help align the … Continue reading
Brexit negotiations – what to look out for
Whatever one’s views are about the Brexit referendum and its outcome, it will be fascinating to watch the progress of the negotiations and the actions of the negotiators. What is happening It looks as if … Continue reading
Brilliant perspective on the PSF pricing challenge
Great graphic illustrating the challenges of PSF pricing Continue reading
Posted in Opinion, Pricing, Profit improvement
Tagged competition, differentiation, Negotiation challenge, Perspective, pricing, Realtionships
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Sometimes you can get lucky…….
We all like to get lucky. There are times when, through good luck or good positioning your counterparty will offer terms that are substantially better than what you had expected to achieve. This may happen … Continue reading
