Business Models and Growth
Which Frictions Are You Profiting From Tolerating?
Some customer irritations are revenue lines. Each is an option written against you, and whoever removes it first chooses the timing and keeps the customer.
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Business Models and Growth
What a Discount Request Is Actually Reporting
A buyer asking for a discount reports one of two failures: they hold alternatives, or they hold objections. The repairs are opposite, and confusion is costly.
Business Models and Growth
Price Is a Share of Value Created, Not a Markup on Your Cost
Costing gives you a floor, never a price. The harder question is who inside the organisation may see that floor, because all who see it argue down to it.
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