Manu's Elastic Graphite Newsletter
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EG62: a tool for client prioritisation (part 1 of 2)
This is one way to evaluate your clients’ portfolio and make decisions based on a more objective assessment of your reality.There are certainly many other possible ways. This is just one way to do it. It is the result of my experiences over the years and it i…
EG61: short introduction to dynamic pricing
In theory, it means “varying the price for a product or service to reflect changing market conditions, in particular the charging of a higher price at a time of greater demand” (from the Oxford Dictionary).In practice:Airlines started using algorithms for dyn…
EG60: the illusion of value
If you think that the stick on the bottom is longer, look again at the image.They are both the same length.
EG59: curse of knowledge
Each project is unique.The technology stack is a unique combination of frameworks and tools.The process is slightly different from the previous project.The domain knowledge required might be different than on other projects.And, most importantly, the client i…
EG58: the shift to selling value in software services
There are 2 sides to any commercial transaction: value and price.Price is relatively straightforward. It’s a number. It’s tangible, it’s visible, people can understand it, compare it, negotiate on it.But price without value doesn’t mean much. Because price is…
EG57: how availability bias affects your pricing
It is the tendency to overestimate the likelihood of events with greater “availability” in memory, which can be influenced by how recent the memories are or how unusual or emotionally charged they may be.The basic working mechanism is: if something can be rec…
EG56: discounts and price reductions
A discount usually means a "reduction in price with no strings attached".They sometimes work and the client takes the deal, thus contributing to a short-term increase of sales volume. Most probably, the short-term profits are reduced.On the long-term it will …
EG55: a tool for tracking your competition (part 3/3)
There are obviously a lot of things you could be tracking about the competition.As we aim to have a spreadsheet that is both manageable and useful at the same time, I would limit it to these topics:Basic company detailsNameLocationTeam sizeCustomer Segments t…