Mike Blake is the founder of High Score Strategies, with over 26 years of experience in business valuation and M&A markets. He specializes in advising small to medium-sized businesses (SMBs) on increasing their valuations. Mike is passionate about the relationship between pricing and value, and how effective pricing strategies can significantly impact a company's worth.

In this episode, Mike shares his insights on how pricing affects valuation, the importance of differentiation in a competitive market, and the shift from growth to profitability in business models. Together, they explore the concept of context-driven pricing, the significance of signaling in pricing strategies, and how companies can leverage their unique data to enhance their market position.

Why you have to check out today’s podcast:

• Discover how pricing communicates a company's brand and market position.
• Explore the relationship between pricing, profitability, and business valuation.
• Learn about the importance of differentiation and how to create a competitive moat.

“Pricing is language. It communicates to the market what kind of brand you are.”

– Mike Blake

Topics Covered:

01:37 – The relationship between pricing and valuation.

02:30 – The importance of pricing in determining profitability and cash flow.

03:39 – Differentiation and competitive moats in pricing strategies.

04:53 – The shift from growth to profitability in business models.

08:36 – Signaling in pricing and its impact on investor perception.

11:17 – How to differentiate in a market dominated by larger players.

13:23 – The relevance of pricing strategies for SMBs, and how service-based companies offer consulting as value-ad.

17:04 – What Mike does.

19:36 – Why businesses that don't know their business model.

20:53 – Why value-based pricing is excruciatingly difficult.

25:53 – Mike’s advice on pricing and negotiation.

Key Takeaways:

“Pricing is the stem cell for all of that. [Cash flow, revenue, and profitability]” – Mike Blake

“Companies that get pricing right are the most valuable.” – Mike Blake

“If you're selling 100% of your deals you're probably not optimizing your revenue because you're selling too cheaply.” – Mike Blake

“Understanding your unique data can create alternative revenue streams.” – Mike Blake

Connect with Mike Blake:

• LinkedIn: https://www.linkedin.com/in/unblakeable/
• Email: mblake@highscoresstrategies.com

Connect with Mark Stiving:

• LinkedIn: https://www.linkedin.com/in/stiving/
• Email: mark@impactpricing.com