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Pearls or Pebbles? - Musings of Cliff Burgin - Pricing and Commercial Consultant

Musings of Cliff Burgin - Pricing and Commercial Consultant. Musings of Cliff Burgin - Pricing and Commercial Consultant. A Warning to Finance Directors…. Occasionally we get approached by the CFO rather than the CEO. What is usually on their mind is a need to ‘tidy-up’ pricing in their business. You see hundreds of different prices for different products to different customers seems unnecessary and confusing to them. We sometimes have fun shattering this illusion by asking a simple question:. 8230;unles...

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Pearls or Pebbles? - Musings of Cliff Burgin - Pricing and Commercial Consultant | pearlsorpebbles.com Reviews

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Musings of Cliff Burgin - Pricing and Commercial Consultant. Musings of Cliff Burgin - Pricing and Commercial Consultant. A Warning to Finance Directors…. Occasionally we get approached by the CFO rather than the CEO. What is usually on their mind is a need to ‘tidy-up’ pricing in their business. You see hundreds of different prices for different products to different customers seems unnecessary and confusing to them. We sometimes have fun shattering this illusion by asking a simple question:. 8230;unles...

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Pearls or Pebbles? - Musings of Cliff Burgin - Pricing and Commercial Consultant | pearlsorpebbles.com Reviews

https://pearlsorpebbles.com

Musings of Cliff Burgin - Pricing and Commercial Consultant. Musings of Cliff Burgin - Pricing and Commercial Consultant. A Warning to Finance Directors…. Occasionally we get approached by the CFO rather than the CEO. What is usually on their mind is a need to ‘tidy-up’ pricing in their business. You see hundreds of different prices for different products to different customers seems unnecessary and confusing to them. We sometimes have fun shattering this illusion by asking a simple question:. 8230;unles...

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pearlsorpebbles.com

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Tenders Archives - Pearls or Pebbles?

http://www.pearlsorpebbles.com/category/tenders

Tenders Archives - Pearls or Pebbles? Musings of Cliff Burgin - Pricing and Commercial Consultant. How to overcome the tyranny of tenders. The tender is a devilish device designed to cynically negate all the carefully crafted embellishments of the salesperson and all the wonderfully concocted unique propositions of the marketing department. However they are about as much use in choosing a supplier who will give you long term value, as a beauty pageant is as a means of choosing a life partner. You need to...

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How to overcome the tyranny of tenders - Pearls or Pebbles?

http://www.pearlsorpebbles.com/2014/05/20/overcome-tyranny-tenders

How to overcome the tyranny of tenders - Pearls or Pebbles? Musings of Cliff Burgin - Pricing and Commercial Consultant. How to overcome the tyranny of tenders. In the eyes of a procurement professional, a tender makes all other things equal so that the suppliers can be focused on sharpening their pricing pencil until it is little more than a well-chewed stub… so short it can barely be clenched twixt finger and thumb. So how do you win business is in the face of such a soulless adversary? You need to con...

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Which is the better promotional gift; a champagne lunch or a baseball cap? - Pearls or Pebbles?

http://www.pearlsorpebbles.com/2014/03/25/champagne-lunch-baseball-cap

Which is the better promotional gift; a champagne lunch or a baseball cap? Musings of Cliff Burgin - Pricing and Commercial Consultant. Which is the better promotional gift; a champagne lunch or a baseball cap? One of the things we do when we get digging into the commercial affairs of a client is to perform a little test we call. 8230; if so what is likely to make them do that? 8230;and what role does price play (if any) in their decision? We became increasingly convinced that the day-to-day decision abo...

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The best two words with which to start proposals... - Pearls or Pebbles?

http://www.pearlsorpebbles.com/2014/05/01/best-two-words-start-proposal

The best two words with which to start proposals. - Pearls or Pebbles? Musings of Cliff Burgin - Pricing and Commercial Consultant. The best two words with which to start proposals…. When we are working with a client who is expecting to make some large sales, we often end up looking at the way they write or present proposals. The manner in which you present your price is at least as important as the number itself. We always start our proposals with the heading UNDERSTANDING CHECK. You told us that an ide...

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April 2015 - Pearls or Pebbles?

http://www.pearlsorpebbles.com/2015/04

April 2015 - Pearls or Pebbles? Musings of Cliff Burgin - Pricing and Commercial Consultant. Pricing like you don’t care…. The price someone is prepared to pay resides in. Mind, not in. Desk calculator and not in. Head This little story shows how when your mind is free from the angst of winning the business you can often get a better price. The enquiry was for a product she knew well and could acquire for him quickly and cheaply. All she had to do was to decide how much he should pay. I am not saying tha...

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burginassociates.com

About Us - Burgin Associates, Pricing Consultants

http://www.burginassociates.com/about-us.html

Burgin Associates is fast becoming the leading specialist in this discipline. Its founder, Cliff Burgin is one of the UK's foremost thinkers in the field of pricing strategy. His career has taken him through some of the country's leading branded suppliers to industry and consumers. Developing international sales and marketing strategy for EAC, Universal, Sellotape and Dunlop Hiflex has provided him with a wealth of knowledge and experience to draw upon. And can be found on twitter @pearlsorpebbles.

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Pearls or Pebbles? - Musings of Cliff Burgin - Pricing and Commercial Consultant

Musings of Cliff Burgin - Pricing and Commercial Consultant. Musings of Cliff Burgin - Pricing and Commercial Consultant. A Warning to Finance Directors…. Occasionally we get approached by the CFO rather than the CEO. What is usually on their mind is a need to ‘tidy-up’ pricing in their business. You see hundreds of different prices for different products to different customers seems unnecessary and confusing to them. We sometimes have fun shattering this illusion by asking a simple question:. 8230;unles...

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