Mike Cannestra – Holden Advisors

Listening for gold: how this company rescued $100M in at-risk revenue

Written by Mike Cannestra on August 14, 2022. Posted in Actionable Insights, Leadership.

I recently had a client who lost nearly a dozen significant customers. They didn’t know why and asked us to help. They also requested that we review the relationship health of their Top 150 accounts, in order to avoid further surprises.This client...

What To Do If Your Company is Asked to Participate in a Reverse Auction: The Sequel

Written by Mike Cannestra on May 4, 2022. Posted in Negotiating with Backbone, Selling with Confidence, Uncovering your Value.

A reverse auction may land you a new client, but be careful not to spend time and resources chasing unobtainable and unprofitable business. In my last article, I explained why an incumbent might be better served to say “no” to a reverse auction....

What To Do If Your Company Is Asked To Participate In A Reverse Auction

Written by Mike Cannestra on March 3, 2022. Posted in Negotiating with Backbone, procurement, Selling with Confidence, Uncovering your Value.

A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.

Data-driven Pricing Can Increase Your Profit

Written by Mike Cannestra on July 26, 2021. Posted in Pricing Strategy, Pricing with Confidence, Uncovering your Value.

At Holden Advisors, we believe a value-based approach is the best way to set a fair price for your products and services. But data-driven pricing, when done right, will lift your profit margins in the short term. Here’s the story of how hunting down...

Author: Mike Cannestra

Listening for gold: how this company rescued $100M in at-risk revenue

What To Do If Your Company is Asked to Participate in a Reverse Auction: The Sequel

What To Do If Your Company Is Asked To Participate In A Reverse Auction

Data-driven Pricing Can Increase Your Profit

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