What would you say if someone told you that they were responding to 600 proposals a year versus 150 in prior years?  Who among us wouldn’t like to see that kind of demand for our offerings? (more…)

Many businesses, particularly larger businesses, feel that competitive pricing intelligence is essential to their success.  Is that true?  Or will their exploration lead them into dangers they haven’t anticipated?  I’ll let you decide.  (more…)

GM reported a record $7.6 billion profit for 2011.  Politician’s hailed this is as proof positive that the bailout worked.  Is it truly a cause celebre? (more…)

In her Entrepreneur.com article “Seven Ways to Avoid Competing on Price,” Carol Tice cites a WSL/Strategic Retail study that shows that “86% of customers no longer believe that Walmart has the lowest prices.”  What implications does that have for Walmart’s future?  How can you use this information to your advantage? (more…)

In the early years of my consulting work I picked up a client that had been losing money for two consecutive years and was experiencing severe cash flow problems.  They were using cost plus pricing.  What went wrong? (more…)