Equifinality and Organizational Design for Improving Pricing Decisions

December 2013 Pricing

What decisions should the pricing function be making? Where should a corporation position the pricing function? How should the pricing function be structured? We have been asking this question for past two decades but still don’t have a definitive answer nor a standard template. Why? What is so odd about pricing decisions that makes organizational design choices regarding the pricing function difficult?


Product/Service Rationalization in Large Enterprises

December 2013 Product

In “Marketing Malpractice”, Clayton Christensen noted that 90% of consumer products launched annually fail. While several factors can be attributed to the failures, the fundamental reason continues to be the inability to satisfy consumers’ needs profitably. In this article, we provide a comprehensive approach that would enable organizations to sustain profitable products and retire the unprofitable ones.


Desperation to Euphoria in two letters: Aaaahhh, Aah. Ah. … Aha!

  1. Strategic success in business develops from differentiation. For some business activities, boilerplate best practices will do. For others, you have to get more creative and personal.
  2. Equifinality in an organizational setting “has come to mean that the final state, or performance of an organization, can be achieved through multiple different organizational structures even if the contingencies the organization faces are the same.
  3. You have to throw out the garbage to make room for cooking up dinner.
  4. In “Marketing Malpractice”1, Clayton Christensen noted that 90% of the 30,000+ consumer products launched annually fail. Don’t forget to retire the failed product to leave room for investing in the next success.
  5. Some sounds connect with people better than others. Test the sound beyond looking for available .com domains.
  6. Somehow Kroc begged, borrowed, and stole what was needed to secure the “McDonald’s” name, and the rest – as they say – is history.