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 s…
Pricing Happens Everywhere, Which Means It Often Belongs to No One
Pricing is the lifeblood of any organization, yet very few companies have a dedicated pricing team. Instead, pricing responsibilities are spread across Finance, Sales, Operations, Customer Service,…
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.
Individ…
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 …
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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.
