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…
How to build pricing power when you don’t have it
Originally published on Forbes.com
Every B2B business delivers distinct value for its customers. For some, it saves time, resources, head count, while other offerings directly influence volume of revenue or mitigate some sort of risk. All B2B c…
Using differentiated value to drive successful price actions
As pricing professionals, we often see price increases as a way to fix eroding margins due to cost increases. Executing that price increase can also be a sales team’s most intimidating task. We often hear pushback such as, “We will lose custo…
The Future of Pricing:
New Value Driver Models
In a B2B context, definitions of value traditionally focus on the financial benefits (reduced costs, reduced risks, increased revenue opportunities) an offering provides. But increasingly consumers and businesses (especially those near customers/a…
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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.
