Acknowledgments
Books don’t happen without the support of others. I’m grateful to a wide range of Holden Advisors people for their help as well as clients and friends over the years. All have provided insights and sometimes bruising input to help us craft this new model and the stories that support it.
Starting early in my career with research on buyer-seller relationships, Kevin Clancy of Copernicus, Randy Chapman of University of Michigan’s Ross School of Business, and Tom Nagle of Monitor were the key influencing subject matter experts. The model evolved with further help from Tom Nagle and Dick Harmer while we were together growing Strategic Pricing Group and working on the second and third editions of The Strategy and Tactics of Pricing ...
Get Learn Successful Sales and Negotiation Tips (Collection) now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
