If you haven’t looked at pricing as a way of adding convenience…

…maybe you should.

One of my clients, a horse trainer who specializes in training horses and riders to win hunter/jumper events, offered a full array of services including: (more…)

Part III: Stimulating Job Growth Through Innovation

Your organization can’t be great if you try to serve too broad a market. With every new market you target you run the risk of diluting your offerings. No where does this become more obvious than in conversations with clients about market share. (more…)

Part I: Dispelling the Pricing Myth

Greatness is not measured by what we do in good times, but how we respond to challenging times. You can ascertain the greatness of your organization by comparing your actions during this, the most challenging economy in 70 years, against the essential elements of economic recovery. (more…)

If you don’t have competitors…

…how do you establish your price?

In the Washington University class I spoke of last week there were two entrepreneurs who said that they didn’t have any competitors.  Their dilemma was that the lack of competitors didn’t give them a frame of reference in establishing their prices. (more…)