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When B2B contractors respond to RFPs they often have to place their pricing into customers’ pricing models, e.g., spreadsheets or online forms with built-in formulas. Sounds easy; just [...]

Most sales reps are kept away from the pricing cookie jar as they’re considered too self-serving to price what they sell – think of the runaway commissions. (Sales rep voiceover: [...]

When sales reps say “buyers only look at price” they’re saying they sell a commodity. In essence they’ve given up and are rationalizing lost sales. That’s [...]

OK, we’re talking about facility service contracts here, not cereal. So, the evil strategy is an intentionally low ball price, one that’s outrageously below market pricing, sometimes [...]

What’s important to you? Or put another way, what is your single most pressing challenge today? That pressing challenge is the one keeping you from getting or enjoying what’s [...]

A Declaration of Customer-Contractor Interdependence In the course of history, it becomes necessary to state the separate and equal principles that bind customers and contractors together in [...]

You know what a reverse auction is. Leaving the light, moving into the darkness, and finally oblivion. From a contractor’s perspective anyway. I don’t like reverse auctions. [...]

We know things exist, even if we’ve never seen them. We feel their effects. That’s how market pricing works. If we understand forces that weigh on us, we can use tactical pricing [...]