Your Price Is Too High
On nearly half of my proposals, prospects tell me my price is too high. WhenI was just starting out, this really threw me. I'd tuck my tail between my leg... Read more
Pricing Strategy
Recent Pricing Strategy Articles
Your Price Is Too High--Not!
How many times have you heard that old buyers' complaint: " Your price is too high and if you don't come down, I'm going to buy from your competition" ? H... Read more
Techniques: Microcases
A look at how a company used an automated exchange service to speed up foreign money transfers. Plus, another company uses mapping software to determine effi... Read more
The Best of Both Retirement Worlds?
Still fantasizing about a corporate tax deduction for a top-heavy benefits plan? One possibility is an age-weighted plan. Age-weighted plans can ma... Read more
Always a Payroll to Meet
When faced with a cash-flow crisis, a fast-growing business can encounter ethical questions. A look at one CEO's battle with his conscience when a cash-flow ... Read more
More Nights at the Opera
After a rough season, the Washington Opera Co., in Washington, D.C., thought about raising ticket prices again. However, after carefully reviewing ticket-... Read more
Line-Item Veto
It's one thing to adopt a strategy calling for better customer service. It's another to devise a mechanism that forces employees to pay attention when you... Read more
Indecent Exposure
A look at investing in a turbulent stock market. Here are some suggestions for protecting yourself from a sudden downturn. Also: alternatives to stock invest... Read more
First, Kill All the Brokers
Inc.'s finance editor explains how smart CEOs find trustworthy financial advice. Read more
Before You Hire an Adviser
Here are some tips from Shirley Rooker, president of Call for Action, a not-for-profit consumer help line based in Bethesda, Md. Her involvement with the ... Read more
When the Price Isn't Right
A veteran entrepreneur explains that to win loyalty, you have to offer more than a discount. Read more
The Recession Is Coming! The Recession Is Coming!
The best time to prepare for the next recession is when times are good, says Inc.'s finance editor. Read more
Root, Root, Root for Your Own Team
There are good reasons for investing in sports, but making money isn't one of them. Read more
Super Models Strut Their Stuff
This CEO finds a forecasting and business-modeling package that does what spreadsheets never could. Read more
How to Get Rich -- Safely
Inc.'s finance editor and other financial planners explain why your company should not be your only investment. Read more
Outsourcery
In these days of furious consolidating, outsourcing is the way to go for both corporate giants and small outsourcers. Read more
Your Business or Your Life
A business coach and author gives entrepreneurs a way to make a family plan alongside a business plan. Read more
Paying Your Kids' Tuition
Some personal-financial experts offer strategies for business owners to pay for college for their kids. Read more
Are Your Prices Right?
An overview of how a revenue management pricing strategy can increase revenues without losing customers. Read more
Ideas You Can Deliver
To compete with bigger chains, a video store offers some unexpected conveniences. Read more
Your Personal Financial Calendar
January: Set overall goals for the coming year. Consider starting a (small) automatic monthly investment plan. February:Read more
Test Your Financial Fitness
Take this test to find out how you're doing financially, and what to do if you don't like the results. Read more
20 Best Mutual Funds
Inc.'s finance editor offers readers a list of specific mutual funds that are the right choice for company owners. Read more
Accounts Receivable: Phoning Slow Payers Pays Off
A management expert offers some tips on how to get slow payers to pay and what slow payments might mean. Read more
Accounts Payable: Creating a System of Safeguards
An architectural firm's vice-president explains his four-step system to manage accounts payable. Read more
Cash Flow: When a Cash Crisis Strikes
An investment banker explains how to break bad cash-flow news to your bankers, vendors and other creditors. Read more
CEO Compensation: What CEOs Make
Eight CEOs reveal how much they are earning, and what their challenges are. Read more
Resources: Improving Cash Flow
Two valuable newsletters published by IOMA, a publishing company that specializes in business matters. Read more
Benchmark: Who's Collecting Receivables Fastest?
A graph that breaks down companies by size and displays how quickly their customers are paying. Read more
Quick Pay, Quick Friends
Want better service from your suppliers? Jim Ansara did back when he started Shawmut Design &Construction, in Boston, in the early 1980s. His goal was to ... Read more
The ABCs of Internal Guarantees
Internal guarantees allow companies to offer customers service guarantees Read more
Beware the Impossible Guarantee
Guaranteeing only services that can be provided all of the time. Read more
Money-Back Service
A travel agency discounts airfare prices, charging a flat fee. Read more
The Price Is Wrong
The owners of Contextural Design could have sworn they were making money on every unit they sold. Read more
The Price Is Right
Mallards targets a specific shopper: "the guy most retailers screen out." Read more