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The Trouble with Buying Business

Many companies are tempted to win new prospects and grow market share through what they consider “strategic discounting.”  There are a lot of rationalizations for…
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Half-Day Public Workshop on March 23

Half-Day Public Workshop:  Higher Profits Through Better Pricing When:  Friday, March 23, 2018 8 AM – 12 Noon Where:  Columbus, Ohio In this highly interactive workshop,…
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No Happy Glasses!

Recently, a client in a professional services industry told me these words:  “We never discount without changing scope.  If we change price for a customer,…
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