5 
Why Pay More
A Framework for Improving Your Price Increase Conversations
Since only 8 percent of companies are “very confident” in their price increase conversations and nearly four out of five companies want a more structured, rigorous approach, it’s past time to ask whether there’s an appetite for improvement. In partnership with Dr. Nick Lee of Warwick Business School, we set out to analyze the effectiveness of the six approaches detailed in Chapter 4, with an eye toward discovering which delivered the most favorable outcomes—that is, ...
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