Manu's Elastic Graphite Newsletter

This is a newsletter about pricing as a force for good in the software services industry.
It has an audience of entrepreneurs, managers, PMs and developers.
Updates go out every Monday at 4:20pm CET.

Previous issues

EG77: pay what you want for software

#77 Nov 28, 2022

EG76: using the framing effect

#76 Nov 21, 2022

EG75: inverting the price pyramid

#75 Nov 14, 2022

#74

Nov 7, 2022

EG74: how to avoid apophenia when you set your prices – I was aware of this phenomenon, but I did not know it was called apophenia.When I learned about it th
#73

Oct 31, 2022

EG73: how long in advance can you forecast your sales pipeline – I received this question a few weeks ago:Can software development companies forecast the sales pipeli
#72

Oct 24, 2022

EG72: why you need strategy for a healthy sales pipeline (part 2 of 2) – Would you start a software implementation project for a client without requirements? Without design o
#71

Oct 17, 2022

EG71: sales pipeline health vs. strategy (part 1 of 2) – I’ve seen this dilemma play out in many different shapes and forms with owners of software companies
#70

Oct 10, 2022

EG70: how software companies lose revenues – I have been working in the software industry since 2012.Most of my experience and impressions have be
#69

Oct 3, 2022

EG69: the Soft Fight Value Framework for software services companies – I realised I wrote a lot about pricing mistakes, inefficiencies and sub-optimal outcomes.What about s
#68

Sep 26, 2022

EG68: the 3 pricing mistakes that can be fixed in 15 minutes – I am sorry to inform you that most software services companies make a lot of pricing mistakes.There i
#67

Sep 19, 2022

EG67: answering the “what is your hourly rate” question – There is nothing that screams more that someone is a buyer of “software services” than when they ask,
#66

Sep 12, 2022

EG66: pricing complexity is your friend – Most people I talked to over the years wanted a simple pricing model.They believed that customers don
#65

Sep 5, 2022

EG65: strategy is not a dirty word – Many of us have grown up professionally thinking that “strategy” is a word found mostly in military h
#64

Aug 29, 2022

EG64: hourly billing and Parkinson’s Law – By now we are all familiar with some version of what is usually referred to as Parkinson’s Law: work
#63

Aug 22, 2022

EG63: the when and how of client prioritisation (part 2 of 2) – There are at least 3 distinct moments in the life of a software services company when it makes sense
#62

Aug 15, 2022

EG62: a tool for client prioritisation (part 1 of 2) – All clients are not created equal.Whether it’s for the yearly budget planning, allocating team member
#61

Aug 8, 2022

EG61: short introduction to dynamic pricing – Most of us have this image of fixed prices as the norm.It is deeply embedded in our minds, for everyt
#60

Aug 1, 2022

EG60: the illusion of value – Which stick is longer in the image below?
#59

Jul 25, 2022

EG59: curse of knowledge – Information is power, or at least this is what we all seem to believe.You might think that knowing mo
#58

Jul 18, 2022

EG58: the shift to selling value in software services – Managers of companies selling software services in Central and Eastern Europe have witnessed a big sh

Show more issues