The hidden cost of discounting in technical industries
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 manageabl…
How to price based on risk exposure (not just cost)
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 o…
The 4 sneaky margin killers hiding in your cost to serve
As we evaluate a P&L, we often get a big picture top-down view of gross margin for the entire business. As an example, the business is chugging along at 40% margin; however, the story looks very different when you look at margin from the botto…
How to build pricing power in the age of Gen AI
If you’re a CEO in SaaS, you’re feeling the pricing pressure. You’ve invested in AI, pushed to create new features, and pressed the team to innovate quickly. Then your CRO calls to say there’s a new competitor offering something similar… at 10% 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.
