Changes in the economic indicators may mean a change in pricing strategy. Does your firm know what to look for, when to make changes in price, and to do so without alienating customers or losing revenue? Is your firm watching for economic change?

Consider these five rules to prepare for a return to growth. Listen to Podcast

	Define a strategy for growth: Too many firms have been hunkered down in survival mode. The result has been short-term decisions that will impede growth when business turns around.  Leading firms are preparing their pricing strategies now.
	Restore the integrity of your price lists: When recessions hit, one of the first casualties is the price list, as companies over-use discounts in a mad scramble to get or keep business. This panic discounting teaches customers that list prices don’t mean anything.
	Reassert your value: The focus for the past several months has been the value of the customer to the firm as steep declines in revenue meant painful internal decisions.  Lost in this was a basic truth – customers buy your offerings because they place value on them. Time to remind them of all of the value that you deliver.
	Reinvigorate you offerings: Customers need clearly defined choices when budgets are tight. Your sales teams need a “good-better-best” offering structure to manage difficult price negotiations. Have you given that to them?
	Commit to price leadership: No matter what the economic conditions are, firms that commit to price leadership outperform their peers. These firms share one common attribute – a committed and consistent leadership team. Are your executives sending out mixed messages on pricing?

Holden Advisors, led by world-wide pricing authority Reed Holden, offers important choices for helping your company deal with critical pricing issues in a changing economy. We have a track record of 30-50% operating income improvement. We help companies survive even in the toughest markets.

Call Holden Advisors now to discuss your pricing issues and get the help you need.  978-405-0021. 

Pricing Competency

As markets mature and customers empower procurement officers during the sales cycle, the need for improving pricing competency is vital.

Holden Advisors offers a program with training and across- the-board skills development with cost effective web-based tools, templates, and actionable messaging to effect change in a flexible learning environment. Our audiences range from pricing and sales people to product managers and executives.

To get started, take our Pricing Quiz. More...

Learn more about Pricing Competency. More...

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Webinar - Aug. 10, 12:00 EDT
Mark Burton, speaker Register...

21st Fall Pricing Workshops & Conference
Mark Burton, certification training, Oct. 27

Reed Holden, keynote speaker, Oct. 28

Oct. 27-29, 2010 San Francisco, CA Register...

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