Top 6 – November 2014


Tim J. Smith, PhD
Founder and CEO, Wiglaf Pricing

Published November 24, 2014

Team building and leadership have some roots in Machiavelli.

  1. If they are not following, you are not leading.
  2. At some point, team members must either be on-board with the plan, accepting of the plan, or off the team if you are to remain as a leader.
  3. If they don’t believe your facts and see your vision, they won’t follow. Help them see.
  4. While facts and logic are preferred, they aren’t the only tools in one’s arsenal for encouraging support.
  5. Metaphorical boots to gluteus maximus may be necessary.
  6. Self-selection is beautiful – if you can get it. If not, revert to point 5 and take action.
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About The Author

Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.