ABSTRACT
This chapter presents an interview between Stephan M. Liozu and Ryan White, Managing Partner. They started the discussion whether the pricing is getting enough attention in the business world. They discussed about reason why pricing discipline has not developed. Ryan replied that they are focused on delivery and results. They have grown because the same clients have hired them many times and then utilized their technology to continue to improve upon themselves once they create their own pricing structures. In their consultancy the skills required for the candidates in their organization is Talent that continues to be heir biggest challenge. They are looking for folks who have really good communication and change management skills, and who have had some interaction with sales and marketing organizations and internal training programs. Ryan explains mostly those focuses on past success and the candidate's ability to change the behaviour of organizations, especially sales and marketing teams. They believe past success predicts future success.
