Pricing Archives - Grolistic

Would You Tell Your Largest Customer, “Goodbye?”

May 3, 2016May 3, 2016 by Bob Schultek

PricePoint Partners is a pricing management firm that helps clients leverage market based pricing to improve earnings, company value, and cash flow. Grolistic and PricePoint share a common pricing strategy which states that “value produced for a customer” drives price level. One of PricePoint’s clients just completed a price negotiation that shocked their largest customer when they offered to say, “Goodbye.” It’s a story and a model worth your time. Here’s the background. PricePoint delivered …

The NEW 5 Ps of Business Development

October 30, 2013August 10, 2012 by Bob Schultek

Collaboration Constrains Commoditization Many years ago, when I was in grad school, we spent many hours analyzing how the traditional 4 Ps of business marketing – Products, Pricing, Promotion, and Physical distribution – could be leveraged to strengthen competitive advantage and compel customers to purchase our products. Later, the 4 Ps became the 5 Ps when it was realized that execution of the 4 Ps requires competent, dedicated People. These days, rapidly evolving technology is …