Questions & Answers with Reed Holden

A Godfather of the Modern Pricing Practice Talks to PricingBrew About the “Hidden” Challenges in B2B Pricing

As a co-author of the original editions of “The Strategy and Tactics of Pricing”, Reed Holden helped create and define the modern pricing practice as we know it. In this interview, Reed shares some of his wisdom and insight from his many years of working with countless companies and clients.

• Why B2B companies almost always have a hidden pricing problem that really isn’t that difficult to find.
• The key insight that often creates an “Aha!” moment for many of the companies Reed has worked with.
• Why procurement tricks and tactics to get extra discounts are making it harder for pricing professionals.
• How many executives think they have to keep giving more discounts to survive...and why they're wrong.