Posts by: Tim J. Smith, PhD

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Preparing to Outsource

By Tim J. Smith, PhD August 20, 2003

The decision to Outsource IT often begins in the area of corporate finance with a yearning to “save money”. It may be…

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Performance / Execution Integrated Sales and Marketing

By Tim J. Smith, PhD August 6, 2003

The Data-Driven Approach to Creating Customers and Capturing Profitable Revenue Management Science Meets the Creative and Relationship Edge Marketing is often considered…

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Itron Raises Stakes in Acquisition Spree

By Tim J. Smith, PhD July 31, 2003

Business research indicates that most acquisitions fail to create value, but a rare few firms are capable of acquiring new businesses and…

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Utilitizing Executive Search – When Does it Make Sense?

By Tim J. Smith, PhD July 23, 2003

With so many high-quality executives out of work, one can wonder what circumstances, if any, call for a company to partner with…

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The Full Contact Sport of Creating Business Customers

By Tim J. Smith, PhD July 9, 2003

Janice & Mike’s Quandary at XYZ Corp. Janice, Salesperson at XYZ Corp: “I have been cold-calling these prospects, but they don’t want…

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Performance Based Contracting: Performance Pitfalls and Structural Solutions in Outsourcing

By Tim J. Smith, PhD July 9, 2003

In the last article, we described how outsourcing has spawned an industry aimed at making it more complicated, time/resource intensive, and disposed…

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Business As Usual

By Tim J. Smith, PhD July 9, 2003

In recent days we’ve been inundated with media coverage and information regarding The Federal Trade Commission’s (FTC) National Do Not Call Registry.…

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Market Access Denied

By Tim J. Smith, PhD July 9, 2003

Having access to customers and markets are a key ingredient to healthy businesses and economies. Nohria, Joyce, and Roberson, authors of “What…

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Bad Labor Market Could Get Worse

By Tim J. Smith, PhD July 9, 2003

Despite the expectant rebound in our economy, unemployment is on the rise. The May release of employment data led House Democratic Leader…

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Powering the Business: Rolodexes vs. Campaigns

By Tim J. Smith, PhD June 25, 2003

Pushcart or Engine Powered? Starting a business venture with a good Rolodex is like starting at the top of a hill with…

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About The Author

timjsmith
Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.