Featured Article

In Pricing What is the Deliverable?

Required Pricing Deliverable

By Tim J. Smith, PhD October 15, 2020

In pricing, what is the fundamental deliverable? What must be done? While we at Wiglaf Pricing have spent much time and effort discussing how pricing decisions can be informed, what kind of analysis can go into pricing decisions, who should be engaged in pricing decisions, how pricing decisions impact the organization and individuals, and how value-based pricing is accomplished, the main point of pricing is sometimes lost. Pricing must deliver actionable prices. …

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In This Issue

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Trade Shows, Part 3: Maximize the Impact

By Tim J. Smith, PhD April 19, 2002

In the second article of this series, we explored a model to show the value of trade shows. While our model demonstrated…

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Trade Shows, Part 2: A Value Model

By Tim J. Smith, PhD April 18, 2002

Trade Shows are costly marketing efforts. They take sales people out of the field and restrict them to an 8X10 piece of…

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Trade Shows, Part 1: Show me the Value

By Tim J. Smith, PhD April 17, 2002

Trade Shows, Booth Duty, Event Calendar. Why do we do this? Where is the bang for the buck? If we are to…

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Marketing as Full Cycle: Jennifer Sherwood of Systems & Software

By Tim J. Smith, PhD April 15, 2002

According to Frederick Webster of Tuck School of Business, marketing is charged with three distinct areas of responsibility: (1) communicate to the…

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