On Dealing With Gatekeepers
A client once told me that, although they liked what I did, to get the deal I would have to convince his wife first, in
July 25, 2024
A client once told me that, although they liked what I did, to get the deal I would have to convince his wife first, in
One of my early pricing successes happened because I simultaneously broke two of my favorite pricing rules: never volunteer discounts and large discounts work against you. I offered
There’s an unfortunate chain of events that can be put into motion and unintentionally ruin your week or year. 1) You and your client might be
“How did you guess I am mainly concerned with my own reaction to having to set a price?” asked a client who continually telegraphed clear
In 1982, while negotiating the future of Hong Kong the Chinese chairman Deng Xiaoping famously told British Prime Minister Margaret Thatcher that ‘China could take
We met for a beer, and “How much” was their first question. It came immediately after we said our “hellos”, and it made me annoyed
The first director of the FBI, J. Edgar Hoover, saw communist spies everywhere. That meant any FBI agent who didn’t interpret every data point as
Definition-wise, “defensive pricing” seeks to set a price point in a way that will be able to withstand direct comparisons. That means clients pointing at
When you are employed, the talk you and your client need to have about the cost of your services is often delegated away from you, so
If you happen to not be fluent in french fencing slang, a “riposte” is a quick return thrust – lightly but firmly taking the initiative back from the opponent.