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
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...