Pricing for growth

In this edited version of a presentation given by Graham Beckett at the Results International Conference in Seville, October 2003, he argues that since the demise of commission remuneration for agencies the deep-seated mistrust of clients has led to unsatisfactory PBR (payment by results) and procurement procedures.

Pricing For Growth

Graham Beckett Results International

Of all the levers to pull in running a business, the critical one that our industry has a complete blind spot about is pricing. Virtually every other dynamic of any business is entirely dependent...

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