Monetizing urgency: protecting the value of speed
In industrial markets, urgency is often treated as an operational challenge rather than a commercial opportunity.
When a customer calls with production down and revenue at risk, the instinct inside most organizations is to focus on response spe…
Engineering Is Not Free: Separating Development from Production Pricing
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-…
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…
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…
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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.
