About 15 or 16 years ago, we were living in an old farmhouse in the middle of the beautiful Suffolk countryside. Around the farm was a hedge, probably around 2 or 300 yards in total, which clearly hadn’t seen a cut in some time. As a result, the whole place looked a little untidy. Time for action, I was told. …
“You have no chance of beating our current price!” said the buyer to one of our clients’ sales team. Taking a look at the price they were paying, the client could only agree. The price was significantly – very significantly – lower than anything he could get close to. “Not only can’t I get close to the price you’re paying …
How to Understand, Create and Deliver outstanding customer value – and get paid for it! By Mike Wilkinson of Axia Value Solutions If you’re anything like me, you will be familiar with the discount default. Whenever there’s any downward pressure on pricing the first thing that is done is to discount. Down goes your price taking your margins and profit …
What to do in difficult times? With business as difficult as it is for many, the question is – What to do in difficult times? There is a temptation to attempt to pursue any and every opportunity, whether we are the best solution for them or they are going to be good for us or not. If we are not …