Pricing & Commercial Excellence

Accounting & BPO Corporate Finance & M&A Crisis & Resilience IT & Digital Transformation Pricing & Commercial Excellence Strategy & Transformation

A sales pipeline is a cash flow forecast nobody reads.

September 20, 2026by Dr Dawkins Brown

The only forward-looking information most businesses own is sitting in the sales pipeline, while the cash forecast is built from the receivables ledger — a record of decisions already taken. The future is in one room and the forecast is in another. IN SHORT A pipeline answers how much. A cash forecast needs to know...

Advisory & Consulting Board & Governance Business Development & Entrepreneurship Corporate Finance & M&A Crisis & Resilience Data & Analytics Pricing & Commercial Excellence Training & Coaching

How to Price for Profit in Caribbean Markets

July 7, 2026by Dr Dawkins Brown

Pricing is the most powerful profit lever a business owns — and the only one most owners pull once, by fear, and never touch again. The Problem, Lived “Marcus” builds custom furniture in a workshop outside Port of Spain — good work, a strong reputation, a full order book. Last year was the busiest in...

AI & Emerging Technology Board & Governance Dawgen Frameworks & Series IT & Digital Transformation Pricing & Commercial Excellence Regulatory & Standards

Capital and Substance: Meeting the J$16 Million Requirement and Building a Real Jamaican Presence

July 1, 2026by Dr Dawkins Brown

Two of the biggest market-entry hurdles for a VASP licence are money and presence — enough well-documented capital, and genuine local substance. Here is what the FSC requires, and how to prepare for both without stumbling. In short: every VASP applicant must hold at least J$16 million in paid-up capital — the same floor...

Accounting & BPO AI & Emerging Technology Board & Governance Dawgen Frameworks & Series HR & People IT & Digital Transformation Pricing & Commercial Excellence

From Headcount to Outcomes: Pricing and Measuring Value When It No Longer Scales with Hours

June 10, 2026by Dr Dawkins Brown

The billable hour and the headcount metric were built for the pyramid. In the diamond they break — and the organizations that keep optimizing them will optimize themselves into fragility. PART III · THE HARD IMPLICATIONS The measurement built for the wrong shape This series has changed who creates value in the modern organization...

Actuarial Services Advisory & Consulting Board & Governance Data & Analytics ESG & Sustainability Pricing & Commercial Excellence Regulatory & Standards Risk & Compliance

The Past Has Stopped Predicting: Climate Risk Quantification for Caribbean Boards

May 30, 2026by Dr Dawkins Brown

Actuarial science rests on the premise that the past is a guide to the future. Climate is the exposure for which that premise no longer holds — and a region built on coastlines is being asked, by ratings agencies, correspondent banks, and supervisors, to measure a risk for which its own history has stopped being...

Actuarial Services Financial Services Pricing & Commercial Excellence Risk & Compliance

Why Caribbean Group Life Pricing Is About to Break — And What Insurers Can Do Now

May 20, 2026by Dr Dawkins Brown

How a decade of below-cost group life pricing built a structural vulnerability across the region — and the five-step repricing protocol that recovers it Three converging forces — pandemic-era mortality reset, accelerating non-communicable disease prevalence, and a decade of competitive pricing that ignored the underlying experience signals — have left Caribbean group life insurers carrying...

Advisory & Consulting Business Development & Entrepreneurship Corporate Finance & M&A Performance & Operations Pricing & Commercial Excellence Risk & Compliance Strategy & Transformation Tourism & Hospitality

Engineering the Turnaround of a Regional Hotel Chain Facing Covenant Default

April 19, 2026by Dr Dawkins Brown

C | Context A regional Caribbean hotel chain had entered the zone of covenant stress. The chain had weathered the pandemic era with its portfolio intact, but only by drawing down working-capital facilities and by negotiating two sequential covenant waivers with its syndicate of Caribbean banks. The post-pandemic tourism recovery had brought revenue back...

Advisory & Consulting Audit & Assurance Business Development & Entrepreneurship Pricing & Commercial Excellence Regulatory & Standards Risk & Compliance Tax

Transfer Pricing and BEPS: What Every Caribbean Group Must Know About Cross-Border Tax

April 5, 2026by Dr Dawkins Brown

The International Dimension of Caribbean Tax For Caribbean businesses with operations in a single domestic market — a Jamaican retailer selling to Jamaican customers, a Barbadian service provider with no overseas operations — transfer pricing and the OECD’s Base Erosion and Profit Shifting (BEPS) framework may appear to be remote concerns. But for the...

Advisory & Consulting Dawgen Frameworks & Series Performance & Operations Pricing & Commercial Excellence Retail & Consumer Strategy & Transformation

The Operational Foundation: Why Standards-Driven Retail Outperforms Intuition-Driven Retail Every Time

March 29, 2026by Dr Dawkins Brown

Operational excellence is not the most glamorous discipline in retail management — it lacks the drama of a major promotional campaign and the strategic weight of a market expansion decision. But it is the discipline that makes every other management investment perform at its full potential. Without it, the best marketing in the world...

Advisory & Consulting Data & Analytics Dawgen Frameworks & Series Performance & Operations Pricing & Commercial Excellence Retail & Consumer Strategy & Transformation

The Margin Hidden in Your Supply Chain: Unlocking Procurement Intelligence in Caribbean Retail

March 28, 2026by Dr Dawkins Brown

The single largest cost in your business is managed with less analytical rigour than almost any other. Cost of goods — 55 to 70 cents of every revenue dollar — flows through supplier relationships that are governed by relationship history, negotiating intuition, and commercial habits formed years ago. PROCURERIGHT™ changes that — systematically, measurably, and...

Older Posts

Pricing & Commercial Excellence

A sales pipeline is a cash flow forecast nobody reads.

How to Price for Profit in Caribbean Markets

Engineering the Turnaround of a Regional Hotel Chain Facing Covenant Default

The Operational Foundation: Why Standards-Driven Retail Outperforms Intuition-Driven Retail Every Time

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