Featured Article

Quest Diagnostics Pricing Spineometer: 4 of 5 Vertebrae

By Tim J. Smith, PhD November 7, 2025

Quest Diagnostics, a U.S. healthcare diagnostic company, had a positive FY 2024. Revenue rose 6.7% to $9.87 billion, and earnings before interest and taxes rose 6.7% to $1.34 billion over the last year. A review of Quest Diagnostics’ 30 January 2025 earnings call and associated financial reports provided insight regarding the importance of pricing on performance. FACTS FROM EARNINGS CALL AND ANNUAL REPORT Pricing was not a topic discussed in their earnings…

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In This Issue

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Buzzbait’s Growth Challenge

By Tim J. Smith, PhD February 19, 2003

If at first you don’t succeed, try, try again. Buzzbait, a creative web design, development, and integration firm, has been repeatedly praised…

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Patents and Licensing

By Tim J. Smith, PhD February 19, 2003

An expected competitive advantage resulting from a new product improvement generates considerable excitement in your workplace. You share in the excitement but…

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Selling Productivity

By Tim J. Smith, PhD February 5, 2003

In the past decade, we have continually heard selling messages focused on the provision of business value. But what is business value?…

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Accelerate Rapport-Accelerate Your Sales

By Tim J. Smith, PhD February 5, 2003

Business developers know the importance of relationship in winning and growing business. Even in IT, sales is still a people business and…

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