In this engaging episode of *Founders Future*, host Laura Skinner interviews Tim J. Smith, PhD, the founder and CEO of Wiglaf Pricing. Tim shares his journey as a “forced entrepreneur,” starting Wiglaf Pricing after a career pivot during the 2000 tech downturn. Over the past 20 years, Tim has built a consulting business that specializes in pricing strategy, empowering companies to optimize their revenue through thoughtful and analytical pricing models. Tim discusses the critical role of mathematics and data analysis in pricing, highlighting the importance of creating tailored strategies for diverse industries, from healthcare equipment to SaaS platforms. He explains his methodologies, including list pricing, discount management, and advanced techniques like dynamic pricing and versioning. The conversation also explores Tim’s approach to client acquisition, emphasizing the power of maintaining a strong network and leveraging educational content to build credibility. Tim candidly shares his challenges, including navigating economic downturns, procurement roadblocks, and the complexities of scaling a niche consultancy. Looking ahead, Tim unveils his plans for a new pricing tool called “Sydney,” designed to help medium-sized businesses manage pricing for complex product and customer portfolios. He shares his vision for using AI and simplified tools to address gaps in the pricing software market. This episode is packed with practical insights on pricing strategy, entrepreneurship, and building a sustainable consulting business. It’s a must-listen for business leaders and entrepreneurs seeking to master the art of pricing.

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