The Power of Pricing
By: Michael V. Marn, Eric V. Roegner, Craig C. Zawada At few moments since the end of World War II has downward pressure on prices... Read more
Selling a Business
Recent Selling a Business Articles
Pricing and Fairness: Do Your Customers Assume You Are Gouging Them?
In trying to assess consumer attitudes towards pricing, marketing professor Lisa Bolton and two other researchers conducted experiments designed to measure w... Read more
Competing on Price Alone
Competing on price alone is a risky proposition, according to small-business columnist Rhonda Abrams. Read more
For Sale: The American Dream
Need help selling your company? Lots of folks out there claim they can help you get the most for your business. Don't believe everything you hear. Read more
Red Flags in Choosing a Business Broker
When selecting a broker to sell your business, be suspicious if: The broker wants a significant or total fee paid upfront. Many b... Read more
Questions to Ask a Business Broker
Use these questions to find a competent and successful business broker. What is your background/experience? "It takes time and exp... Read more
Finding the Right Business Broker
W. Stewart Blackburn didn't hire a business broker to sell the businesses he owned with his wife, Suzanne, until he found someone entirely devoted to the ... Read more
Taking the Bite Out of a Price Increase
Here's how CQC Dental Laboratory raised prices without losing customers. Read more
Putting Your Company on the Block
When you put your company on the block, potential buyers may urge you to sell them your company's assets rather than its stock. Your decision can have seriou... Read more
Should I use a business broker?
Inc.com's Buying a Business mentor Tom West responds: I'm a business broker, so I can't be 100% objective about this question. But,... Read more
Recruiting Top Talent, One by One
You don't have to do it all at once. You can build your compensation and benefits plans in layers as your company grows. That's what Barb Todd did at Good... Read more
Planning for Ownership Changes with a Buy/Sell Agreement
The first months of a new business are heady times. As an owner of a partnership, you have many things to juggle -- organizational papers, contracts, and ... Read more
The Exit Strategy: Cashing Out and Other Premeditated Escapes
It was probably Jehovah who conceived the first one, and then some time later he charged Moseswith its execution. Churchill had one at Dunkirk. Westmorela... Read more
Deciding What to Charge for Services
If you're about to contract your services for the first time, this is adifficult question to answer. For most professionals, whether a sales trainingconsu... Read more
Avoid the Price-Cut Trap
Bundling products together can help move regularly priced products when sales go soft - especially when the marketfor the product is weak to begin with.Read more
Improving Your Luck
A veteran entrepreneur explains how luck plays a role in business, but only to a point. Read more
Benchmark: Make the Price Right
Some data showing how CEOs are finding price points for their new products and services. Read more
Power Brokers
Inc.'s editor-at-large offers a cautionary tale about running out of laptop juice on the road. Read more
Buy-Sell Ageements: Does Yours Still Make Sense?
A lawyer offers tips on how to ensure you make the most out of your buy-sell agreement and protect your heirs. Read more
How the High-Fliers Price
Coopers Lybrand survey shows how fast-growing companies set their prices. Read more
Plan for Profitable Pricing
Authors of 'The Strategy and Tactics of Pricing' offer some advice about pricing. Read more
Pricing: No Fee, But Give Me a Cut
This brief article explains how a CEO turned to profit-sharing with some customers instead of service fees. Read more
How to Negotiate Anything
Quote from 'Oriental Rugs and the Stories They Tell,' by Arthur T. Gregorian Read more
When Sellers Can Help
Buyers of a business arrange the financing with the sellers. Read more
Seven Steps to Doing Good Business
Devising a system of commerce and production in which each and every act is sustainable and restorative. Read more
Pricing Gets Easier (Sort Of)
Results of survey asking how companies determined the price of their latest product or service. Read more
Recession-Proof Pricing
Publisher of coffee-table books replaces product line with shorter books, calendars and nature recordings. Read more
Why You Won't Sell Your Business
Inc. revisits companies listed in the Business for Sale column. Read more
Naming Your Price
Using imaginative pricing strategies to increase profit. Read more
'Unwinds' Can Protect Your Earn-out Deal
Using unwind agreements and earn-out deals when selling a company. Read more
Pricing Your Service for Profits
Company analyzes its profitability and discovers that mistakes in pricing can be costly. Read more
Using Earn-out Agreements
Earn-outs can be structure any number of ways. Here are some options. Read more
A Cheaper Ship in the Shipping Business
New package express carrier competes with UPS for business while using their local delivery service. Read more
Package Deal
A consulting firm charges by the package, rather than by the hour, so that clients don't anguish over the cost. Read more
