Featured Article

Profits: The Real Power Player in CEO Compensation

By Özlem Elgün Tillman November 26, 2024

When it comes to paying top executives, companies love to tie compensation to metrics like revenue growth and market share expansion. After all, these are clear indicators of a company’s size and reach. But while capturing market share can tell a story of growth, they’re not always the best measure of financial health. For example, Uber failed to return a profit for many years, finally turning profitable $1.887 billion in 2023, first…

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In This Issue

business meeting

Changing of the Pricing Guards

By Mary DeBoni February 23, 2018

If you can successfully explain why implementing a value-based pricing strategy will be instrumental in moving your company towards their goals and targets, you should be in a pretty good position to get buy-ins.

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Marketing Industry Survey Reports—Clients and Agencies May Not Be On the Same Page

By James T. Berger February 23, 2018

Clients growing and expanding their in-house agencies was among the “troubling trends” uncovered in the survey. Another problem area expressed by agency executives was “a decline in commitment from their clients to their partnership, and a lack of understanding of the value they offer as an agency partner.”

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Strategic Movements: February 2018

By Tim J. Smith, PhD February 23, 2018

Margrethe Vestager, EU’s antitrust chief, hit Qualcomm with a EUR 977 million fine for anticompetitive practices. Crime: contracts with rebates paid to Apple for using Qualcomm chips exclusively and had a dominant position.

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Value on the Table vs. Capturable Value

By Tim J. Smith, PhD January 30, 2018

In this article I will review some of the issues engaged and practices suggested by different authors, and then offer the Half-Gains Double-Losses rule to define the capturable value from the economic value to customer and therefore drive a price recommendation for guiding the pricing decision.

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