Archives tagged: communication

Pricing Governance and Culture Change

By Tim J. Smith, PhD November 30, 2018

In order for any pricing improvement project to deliver its potential value, price governance and pricing culture must intersect. Some may want to dismiss this as “too much to take on,” but the results of addressing fundamental questions from both sectors creates the difference between the companies that slog-along and those that thrive.

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Are You Raising Prices Fast Enough?

By Tim J. Smith, PhD September 29, 2018

Learning from companies in other countries, we find common imperatives to undertake in response to price volatility. These imperatives are related to building the organizational ability to flexibly adjust prices in response to changing market environment.

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The New Invisible Hand: Five Revolutions in the Digital Economy

Whither Middlemen?

By Kyle T. Westra July 30, 2018

Middlemen make for an easy target for disgruntled customers and observers of the economy. At times it can be unclear how they are adding value to a transaction. Sometimes it looks like middlemen are simply inserting themselves into a transaction to increase costs and take a cut.

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Decision to Grow Instead of Harvest May Be the Key to Microsoft’s Survival

By James T. Berger July 30, 2018

According to Foley: “Many People find it easier to see the benefits that come with cutting costs and looking for efficiencies and worry that what may come with growth could be elusive.”

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Top 6 – January 2018

By Tim J. Smith, PhD January 30, 2018

“The billionaire investor and philanthropist George Soros has launched a blistering and multipronged attack on Facebook and Google, arguing the tech giants’…

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Future of Internet at Stake if FCC Abandons Net Neutrality

By James T. Berger December 22, 2017

By the time you read this article, the Federal Communications Commission (FCC) will have voted on a FCC proposal to revoke “net neutrality” and stop regulating Internet service providers (ISPs), like landline phone companies such as AT&T and Verizon.

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Strategic Movements: December 2017

By Tim J. Smith, PhD December 22, 2017

The Federal Aviation Administration is contemplating an $8 increase on domestic round-trip ticketing fees.  In response, Delta Air Lines Inc. claims that for every $1 increase in facility charges, passenger demand declines by more than 1%. That would imply a primary demand elasticity of about three. Seems right. So, an $8 facilities charge increase would decrease flight travel by 8%.

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Strategic Movements: November 2017

By Tim J. Smith, PhD November 16, 2017

Apple and Qualcomm are in a feud. Issue: Qualcomm makes and holds patents over much of the modem chips that handle communications between wireless devices and cellular networks. Actions: Apple sued Qualcomm over market dominance, and Qualcomm responded by withholding software required to configure their next-gen chips.

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Top Salespeople Are NOT Magical Creatures

By Tim J. Smith, PhD September 14, 2017

Neil Rackham, Reed Holden, Andy Zoltners, Prabha Sinha, and many others have all repeatedly found that good salespeople are methodical. They use an approach towards sales that drive prospects through a process.  The process starts with discovery, goes through a learning phase and needs understanding stage, then a proposal that solidifies the tradeoffs, and finally closing.

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Wake Up and Smell the Fumes, Mr. Trump: Renewable Energy is the New Growth Industry!

By James T. Berger September 14, 2017

Urban Green Energy (UGE), wrote: “The distributed renewable energy (DRE) industry has gone through significant changes in the last five years, as the industry grew from a cottage industry to one with worldwide revenues of $100 billion and rising.”

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