In complex OEM relationships, significant value is created long before production revenue begins.
Engineering teams analyze applications, iterate designs, conduct validation testing, and often support on-site qualification efforts. These front-end...
Author: Lori Rybaski
Discounting rarely appears problematic in isolation. A small concession to close a deal. A minor adjustment to maintain a relationship. A short-term reduction under competitive pressure.
Individually, these decisions feel tactical and manageable.
Collectively,...
Industrial pricing conversations often center on cost structure, competitive benchmarking, and margin targets. Far less frequently do they begin with a disciplined evaluation of risk exposure. Yet in engineered markets, the financial consequence of...
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Holden Advisors is a team of experts in pricing and sales performance.
We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
