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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Listening to Markets: Michael Alter of SurePayroll

By Tim J. Smith, PhD April 9, 2002

When firms want to escape hand-to-mouth business and enter a somewhat predictable high-growth market, business leaders have to change from opportunism and…

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Talking to Markets: David Freeman at Geodesic Systems

By Tim J. Smith, PhD April 4, 2002

When company names appear in my column, I have noticed a trend of corporate officers contacting me to ask how I learned…

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Is Rolodex Marketing the Right Answer?

By Tim J. Smith, PhD April 3, 2002

It seems to be a dominant philosophy among many managers that the mark of a great sales person is the size of…

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NanoBrief

By Tim J. Smith, PhD April 1, 2002

Chicago is getting some good hype in Nanotechnology. For those of us used to IT, let’s discuss the basics of nanotech. A…

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