Paris Architecture

Taxes, Architecture, and Your Business

There’s a fascinating short piece by Kurt Holdstedt at 99PercentInvisible on how taxes and regulations shape the architecture we associate with cities like Paris, Amsterdam, and more. (I also learned that those distinctive Parisian roofs are called “mansard roofs”.) The mansard … Read More

Pricing pressure? It could be your proposal

I’ve heard a lot of people complain about how their market is getting commoditized and how there’s no way to achieve good price points. What happens when we look at the proposals the sales teams are sending out? They’re terrible. … Read More

2 Sentence Pricing Advice for Small Business Owners

1. Be better, not cheaper. If someone in your market doesn’t think you’re better, you’re a commodity and have no pricing power. If you’re small, you probably have less costing power than the your larger competitors. Commodity pricing + uncompetitive … Read More

You’re Not Getting Enough Price Objections

Many business owners and sales reps hate price objections.  They view price objections as some kind of faux pas that they should have avoided, an awkward situation, best resolved quickly (and often with huge damage to profits).  Do you like … Read More

Amazon Enters the Tablet War for Real, and at $199

As expected, Amazon this week launched a new media tablet, the Kindle Fire, at a $199 price point. This immediately started the debate about whether the Kindle Fire was an iPad killer. Indeed, this debate overshadowed the overhaul of the … Read More

Do Pricing First, Not Last

Creative people love making things– widgets, software, knowledge, service calls.  A lot of businesses and product lines get started this way.  Someone has a cool idea to make something.  Skeptics shoot down the idea.  The founder or engineer makes it. … Read More

Price Optimization 101

I get a lot of questions about price optimization, so I just wanted to make it really simple. Write down your costs.  Of course, you won’t know your real costs, so just use estimates, preferably from 2-5 years ago.  These … Read More

Value-based Pricing: When can I stop asking questions?

How do you know when to stop asking questions about value? Couldn’t this go forever, asking “Why? Why? Why?” until we end up in a philosophical discussion? You want to ask questions until you no longer get meaningfully different answers. … Read More

Does this sound like your price negotiations?

Sadly, this will seem awfully familiar to some businesses we’ve seen.

Better, Not Cheaper: Red Velvet Events

In a previous post, called Be Better, Not Cheaper , I talked about how important it is to differentiate elements of your offering other than just your price. Here’s a great example of executing that strategy from Austin and San … Read More