by Ian Smith | Jul 25, 2013 | Pricing
It’s a tough market to raise your prices. Customers are extremely cost conscious and market savvy. Why should they pay more? Instead you need to reframe the problem into a yield optimization problem. How do you maximize yield or profit from your existing...
by Ian Smith | Dec 18, 2012 | Pricing
It’s probably not a topic that‘s had much airtime over the last few years but price increases need to be put on the agenda from time to time. I’ve listed below some items I’ve been discussing in management meetings to help. Key Topics Create a simple list of all...
by Ian Smith | Apr 29, 2011 | How Much is My Business Worth, Pricing, Valuation
Kelley Blue Book for second hand companies doesn’t exist but hopefully this post will explain how a buyer thinks when valuing acquisition targets. Basically you need to establish some key facts and understand the basic formulas used, recognizing that each sector will...
