The Voice of Pricing Leadership

Chief Pricing Officer is the independent voice of the pricing executive community — setting the standard for pricing in the C-suite and defining the role for enterprise impact.

Pricing in the News

Every business day, we scan the Wall Street Journal for stories that illuminate pricing concepts in the real world. We don’t restate the news — we identify the pricing mechanics at work and what they mean for practitioners. Click through to read the full story

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7/22 Pricing in the News

Today's paper is a study in the gap between the price a business quotes and the true cost stack sitting underneath it. A manufacturer discovers a plant expansion has nearly tripled in cost between bids. A steel producer finds its own tariff shield has created room for imports to profit anyway. A byproduct of oil drilling trades at a negative price because nobody priced it to be sold in the first place. The through-line across all seven stories is the same: sticker prices are

Pricing in the News

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Latest Perspectives

Swallowing the Fish

The Commitment That Has to Happen Before Any of the Plumbing Works Professional services firms know their pricing model has to change. Last week I wrote about the plumbing most haven't built. This week's about the conversation that has to happen before any of it does. Earlier this week I wrote about the Journal's piece on consulting's billing crisis, and the operating-model plumbing most firms haven't built to actually fix it: revenue recognition against a milestone instead

The WSJ Named the Problem. It Missed the Fix.

Consulting's billing crisis just made the front page. Here's the operating model nobody's writing about. Last Thursday, the Wall Street Journal ran a piece called “Consultants Struggle Over Billing.” It described an industry trying to move off hourly billing under AI pressure, and finding the transition slower and harder than anyone expected. It named the problem well. It didn't come close to the fix. What the Journal Reported Buyers still evaluate bids on an hours-times-ra

The Price Is Right… But It Isn’t Enough to Win This Game with Ryan Walter

Finding the Price Before Building the Product: A Conversation with Garrick Van Buren

The One Percent Rule: Why Small Price Moves Drive Outsized Profit

Article written by Ryan Walter of Jennings Executive Search: https://www.jenningsexec.com/ Also of Profit Academy: https://www.profitacademy.io/ Pricing education pays for itself when teams grasp how leverage compounds. One percent can change the P&L. If you could teach every employee one thing about pricing, it would be this: a one percent change in price can increase profit by eight to twelve percent. That's the kind of leverage that makes pricing unique. You can't find it