Don’t believe that because your bottom-feeder competitor sells by having the lowest (or a lower) price means being competitive requires you to match or beat their price. This is not selling; it is the opposite of selling. Selling is the creation…

There is no way your irrational competitor can quote those prices and be profitable enough to deliver the outcomes they’ve sold. You can’t do it, and the companies that have tried have struggled, or they have disappeared.

The concessions your…

Howard Schultz, the Chairman, and CEO of Starbucks is stepping down from his role as CEO. He is doing so for the following two reasons: first, he wants to lead the development of a new offering, and second, he wants to do more with Starbucks'…

The problem with choosing to compete by having the lowest price is that it eliminates the ability to compete on anything else.

You Can’t Be Best and Cheapest

You can’t innovate and create new products without capturing enough of the value…

Everyone wants a deal. You have to decide what kind of deal you want to give them.

One deal that you might be interested in giving your prospective clients is a lower price. That is, after all, what they ask for when they ask for a deal. If that…

You have strong beliefs. More like convictions, really. You believe these things so strongly that you are not only unwilling to change, you are unwilling to even consider alternatives. Some of these beliefs may serve you, but sometimes they are…

The resort where my family and I recently stayed has a contract with a transportation company. The transportation company mainly moved people from the resort to the theme parks and back, but they also transported them to shopping malls,…

During the Cold War, the United States and the Soviet Union both built massive nuclear arsenals. Both built nuclear missiles, both armed them with warheads, and both aimed them at the other’s major cities.

The idea was that if one side should…