Panic, n. If your Pricing Team isn’t panicking, don’t panic. If the Pricing Team is panicking, then you should really feel free to panic.
Paul’s Pricing Dictionary: Panic
November 18, 2015 by ·
Panic, n. If your Pricing Team isn’t panicking, don’t panic. If the Pricing Team is panicking, then you should really feel free to panic.
Paul’s Pricing Dictionary: Re-present
November 17, 2015 by ·
Re-present, vb. To re-present a deal by re-ordering and re-formatting discounts in order to give the impression of an improved deal. Not the same as re-structure in that the discounts quoted are exactly the same as before.
Paul’s Pricing Dictionary: Currency
October 28, 2015 by ·
Currency n. The first refuge of the scoundrel. 1) The first excuse used as soon as there is an adverse movement in exchange rates to explain business under-performance. This is a phenomenon which miraculously disappears as soon as there is a beneficial shift in exchange rates. 2) The perfect excuse for a list price increase. 3) One of the many reasons why list prices matter.
Paul’s Pricing Dictionary: Commodity
October 7, 2015 by ·
Commodity, n. An undifferentiated product or service which enhances neither customer choice nor business nor investor returns. Often used in the context of an excuse “it’s only a commodity” by those who have either not tried, given up or are lacking in  imagination.
Paul’s Pricing Dictionary: Haste
October 1, 2015 by ·
Haste, n. Hurry, rush. Price in haste, re-price at leisure.
Paul’s Pricing Dictionary: Re-structure
August 25, 2015 by ·
Re-structure, n. & vb. The Bid Desk’s rejigging of a deal to maintain margins and lower risk while giving the illusion of lower prices.
Paul’s Pricing Dictionary: Transfer Price
August 17, 2015 by ·
Transfer Price, n. A cost accounting construct conceived by Tax Accountants to minimize corporate tax bills and unintentionally expose those who think that this somehow the responsibility of the Pricing Team – presumably because it has the word “price” in it – thus exposing their ignorance of both Pricing and Accounting in one fail safe swoop.
Paul’s Pricing Dictionary: Margin Recovery Plan
August 12, 2015 by ·
Margin Recovery Plan, n. A work of complete fiction written by Sales in the hope that it will neither be read nor the author held to account by anyone in Finance.
Paul’s Pricing Dictionary: Scholarship
August 3, 2015 by ·
Scholarship, n. A fancy term used by academics for a discount.
Paul’s Pricing Dictionary: Strategic Deal
July 31, 2015 by ·
Strategic Deal, n. deal struck at a massively negative gross margin struck by CEO or Executive Sponsor usually without hope of margin recovery.
