Archives tagged: pricing

Price Gouging Blues

By Kyle T. Westra June 17, 2020

My colleague, Nathan L. Phipps, wrote an excellent overview of price gouging with regards to the COVID-19 pandemic. I tasked myself with…

More
Pricing tools - the pricing waterfall is effective for detailed pricing strategy

Using Pricing Tools for Critical Conversations

By Nathan L. Phipps May 15, 2020

As pricing consultants, we spend a fair amount of time thinking about pricing tools. When discussing pricing topics with decision makers, pricing…

More

Reflections After a Year at Wiglaf Pricing

By Nathan L. Phipps April 16, 2020

This month, I am celebrating my 1-year anniversary at Wiglaf Pricing. It has been quite the year for me professionally. As a…

More

How to Raise Prices

By Kyle T. Westra January 16, 2020

I recently fielded a question from a former client who was looking for advice on how to raise the price of a…

More

Gain Insight Using the Price Waterfall

By Nathan L. Phipps January 16, 2020

When executives direct their focus on pricing, they need analytical tools that enable them to quickly get a lay of the land…

More

In Pricing, What Is the Goal?

By Tim J. Smith, PhD January 16, 2020

In pricing, what is the goal?  Is it to increase profits, revenue, or some other newfound metric?  It seems profit optimization is…

More

How to Avoid Misleading Your Audience with Statistics

By Nathan L. Phipps November 17, 2019

I recently picked up a copy of Darrell Huff’s 1954 classic How to Lie with Statistics. Although Huff’s background was not in…

More
Pricing transformations graph

Pricing Transformations Are Political Culture Changes. Manage with Care

By Tim J. Smith, PhD August 16, 2019

A major driver behind undertaking a pricing transformation effort is the acknowledgement that price negotiations both take too long and also lead…

More

Can Money Buy Your Morals?

By Tim J. Smith, PhD July 17, 2019

Classical economics assumes that our rational self-interest will guide our decision making. The first part of that assumption, the “rational” part, was…

More

What Are You Doing? Log-Linear Regression

By Nathan L. Phipps July 17, 2019

For this month’s article, I offer an overview of a log-linear regression that I conducted for a client recently. While I find…

More