News
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The Price of Committing a Misdemeanor
Dear Friends, As August winds down, several of my colleagues will be gearing up for conference presentations across North America…
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Users or Usage: What drives value of GenAI?
The market for generative AI (GenAI) seems to evolve on a daily basis, but the providers of these applications nonetheless…
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The Marketing Challenge Behind CPG Volume Growth
As the CPG industry confronts its post-COVID “new normal,” there is a clear imperative for stronger coordination between marketing and…
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How to Cut Prices Without Cutting Prices
In Part II of Game Changer my co-author Arnab Sinha and I devoted a chapter to the Cost Game and…
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Planning Retail Promotions in Volatile Markets
In Part III of Game Changer my co-author Arnab Sinha, and our colleagues, looked at how companies in retail and…
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“Demand if you do, demand if you don’t!”
The market for software has evolved from the days when we purchased products from Adobe or Microsoft on discs in…
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Changing the Pricing Game in Retail Banking
In Part III of Game Changer we worked with our colleagues at BCG to show how several companies successfully switched…
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Pricing Enters the C-Suite Agenda
We contend that the right pricing strategy can change the entire trajectory of a business, a market, and even society.…
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All Eyes on Pricing
In most of our newsletters, my colleague Arnab Sinha and I have focused on the nature of the seven games…
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Why you should leave money on the table … on purpose
Charging prices that are fair and profit-optimal seems like a contradiction in terms. The pricing maxims of “extract full value”…
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Cutting Through the Fog of GenAI Pricing
Cutting Through the Fog of GenAI Pricing It’s been a little over a year since ChatGPT marked a watershed moment…
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How Americans Can Tame Their Tipping Craze
Tipping isn’t a big deal in most of the world, but it is a seemingly intractable cultural norm in the…
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Winning the Dynamic Game
The pricing of generative artificial intelligence (GenAI) applications is a hot topic. Microsoft revealed its vision for its Copilot “digital…
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Exploring the Fair Value of Work
How much is your work worth? That is the pricing challenge almost everyone confronts personally. The wages people receive are…
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Winning the Custom Game
Imagine going to the store to buy your favorite breakfast cereal – a classic Uniform Game product – but instead…
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Winning the Power Game
One of the most enduring clichés in marketing is that “the market sets the price.” Business leaders may feel they…
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Winning the Cost Game
If pricing professionals brainstormed for a slogan to put on mugs and t-shirts, we’re confident that “Never Use Cost-Plus Pricing!”…
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Winning the Uniform Prices Game
Imagine how frustrating day-to-day shopping would be if you had to haggle over every single purchase instead of paying what’s…