“I learnt many practical lessons in pricing and product strategy during my 25 years of working within companies. I worked for 20 years in one company, Quantel, which is exceptionally good at developing and selling high-value equipment. I travelled the world talking to customers and the conversations were never about price but about how our equipment could enhance their profitability.

 

I set up my own company in early 2001 and took time to read extensively. This allowed me to couple my experiences with the latest research on pricing, product/service strategy and new innovative.

 

Since 2001 I have I found myself focusing more and more on pricing and product strategy (the two are related). In 2006 I set time aside to build an extensive suite of tools, models and worksheets on price and product strategy (our pV Pricing Deeply™ workbook is 57 pages long - see examples in our Useful Documents section), which in 2008/2009 I updated in light of new research on behavioural economics and customer experience mapping (see white paper called Think 'buyer cycle' not 'sales cycle')

 

As well as running my own company, I work with my wife, Dr Honora Smith, on some healthcare modelling issues. I am also a business angel, a business mentor and work with various charitable organisations at a strategic level.”