Categorie: Sales & Strategy
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Pricing is more than a number at the bottom of a proposal. It is a strategic tool that shapes customer behaviour, sales decisions and long-term business performance. This article explores how pricing models influence commitment, flexibility and commercial outcomes, and why rewarding the right behaviour is essential for sustainable growth.
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Your best people solve problems—but also keep them alive. Discover how this hidden pattern blocks structural change and why issues like pricing and decision-making keep recurring in organisations.
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Scaling often feels like the logical next step. Yet growth frequently increases complexity before it increases value. What worked in the early phase because of focus and close involvement tends to lose its sharpness once you expand. This blog explores when growth is not a reinforcement, but a strategic risk.
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A successful pilot does not automatically lead to a next step. Not because the collaboration wasn’t strong, but because the moment of choice is rarely made explicit. In this blog, Grounded Consultancy explores why scaling seldom happens on its own and why partnership is not about doing more, but about choosing more deliberately. Moving from…
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In this blog, I translate that into 7 practical interventions you can apply tomorrow. No tricks, just clear choices: helping the customer make honest decisions, minimizing risks, and providing evidence in weeks, not months.
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Many account managers rush to get the signature. Only after that do they think about ‘building the relationship.’ My experience: reverse it. If you build a connection before the deal, the first collaboration becomes stronger and you lay the foundation for repeat assignments. Trust is not a soft factor; it drives decision-making, loyalty, and value.