Why Cost-Plus Pricing Is Holding Industrial Companies Back
Cost-plus pricing feels safe. It is simple, logical, and easy to defend internally. Take your cost, add a margin, and you have a price. But in today’s industrial markets, that simplicity comes at a strategic disadvantage.
Cost-plus pricing assu…
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 farce of the fixed mindset
In many settings, leaders are taught to seek out those with growth mindsets and pursue them. We are taught to find opportunities for high performers who have these growth mindsets and manage out those who have a fixed mindset.
All of that is …
Sign Up for Insights
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.
