410 Unleash Your Pricing Power: Casey Brown's 'Fearless Pricing' Revolutionizes Business Value
Release Date: 03/07/2025
458 Hiring Olympics and High-Performance Culture with J.D. Roth
Scaling UP! H2O
"Stay curious. And you only have one reputation. Guard it with your life." Hiring for judgment, not just rehearsed confidence Industrial water treatment is full of decisions made with incomplete data—on sites, with customers, and inside the business. (Managing Director and Co-owner of ) builds his hiring around that reality. His aim is straightforward: protect the team and the culture by selecting people who can think, collaborate, and lead under pressure. JD frames the organization as a group of people choosing to work toward a common goal: building a better future for...
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457 2026: A New Year with New Intentions
Scaling UP! H2O
Trace Blackmore opens 2026 with a practical reset: how to plan with urgency, sharpen the fundamentals that make troubleshooting easier, and use the tools around this podcast to keep your development moving all year. The 12-Week Year: urgency you can use Annual goals often feel “far away” until December forces focus. The 12-week year flips that dynamic by treating each quarter like a year—creating urgency sooner and giving you four chances to reset and improve. Trace walks through the structure: start with a vision (he uses a three-year example), then choose 3–5 tactical...
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456 The 12 Days of Scaling UP! H2O 2025
Scaling UP! H2O
A year-end recap is more than a highlight reel—it’s a practical reset. In this New Year episode, Trace Blackmore walks through 2025 using a “12 Days of the Scaling Up Nation” format, tying together performance, community growth, listener engagement, and the sponsor support that keeps the podcast and its companion tools available at no cost. Year-end by the numbers Trace explains how he used to track every stat closely—and how that shifted into an unhealthy measure of self-worth—so the team now uses numbers as feedback, not validation. He notes the...
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455 Mentors, Mindset, and the CWT: Owning Your Water Career with Nella Fergusson
Scaling UP! H2O
“So one thing I never do is try to start giving remediation or advice before I truly have understood and diagnosed the problem.” Mentorship and certifications don’t replace experience—but they can accelerate it when paired with the right mindset and a disciplined approach to learning. (District Manager, Southern California, ), lays out what “growing up” in industrial water treatment actually looks like: repeated exposure to real problems, strong diagnostic habits, and a willingness to keep learning long after year one. Learning that keeps...
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454 Water Recycling, Innovation, and Industry Wisdom with Dr. Kelle Zeiher
Scaling UP! H2O
Industrial cooling is one of the biggest levers industrial facilities can pull on water use—and it’s getting harder to ignore as data centers and other high-heat operations grow. Returning guest (Project Manager at ) breaks down what water reuse looks like when you move past slogans and into the realities of pretreatment, concentrate management, footprint, and cost. Cooling water reuse: the scale of the opportunity Dr. Zeiher reframes “drought” beyond rainfall, emphasizing aquifer recharge and the limits of focusing only on household restrictions. She...
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453 Water Risk, Governance, and Community Engagement with Dr. Annette Davison
Scaling UP! H2O
Industrial water professionals sit at the intersection of risk, regulation, and community trust. In this episode, (“the water risk doctor”) joins Trace Blackmore to show how disciplined governance, clear supply chain thinking, and community engagement can turn fragmented water systems into coherent, defensible risk management frameworks. Water risk from source to customer Annette starts with a simple question most customers never ask: “Where’s your water coming from?” She walks through a conceptual supply chain from source to end point—collection, transfer, treatment,...
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452 UV Innovation and Whole-Building Water Safety with Ron Blutrich
Scaling UP! H2O
Entamoeba histolytica nearly ended Ron Blutrich’s scientific career. Instead, it pushed him to rethink how we protect people in multi-family buildings, senior facilities, and dense urban centers from invisible microbiological risks in their drinking water. In this episode, he joins host Trace Blackmore to unpack what whole-building UV can (and can’t) do for Legionella, biofilm, and real-world water safety. When One Bad Cup of Water Redefines a Career In the middle of his PhD in molecular genetics, Ron drank from an under-sink reverse osmosis tap at an Airbnb and...
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451 Building a Culture of Innovation and Customer Service with Frank Lecrone
Scaling UP! H2O
What happens when you build a company around one niche, listen obsessively to customers, and never stop improving? In this episode, host Trace Blackmore finally sits down for a full-length conversation with , Founder, President, and CEO of . What started in a small 60' x 60' space in Hanover, Pennsylvania, with three employees, maxed-out credit cards, and endless Staples runs has grown into a 300+-person organization serving industrial water professionals around the world. Frank shares how AquaPhoenix became “the booth everyone wants to be next to” at...
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450 Wastewater Advocacy and Innovation with Robin Deal
Scaling UP! H2O
“The More You Know” - Robin Deal A million-gallon-a-day perspective, distilled into actionable steps. , AquaPure Product Manager at unpacks how seasoned pros can squeeze more performance—and less sludge—out of industrial wastewater systems without compromising compliance or plant uptime. From “clear water in a jar” to stable discharge in the field Robin details a practical jar-testing workflow: start from upstream processes, target pH using hydroxide/sulfide solubility curves, choose the right coagulant (aluminum, iron, calcium, lanthanum, or organics),...
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449 Michael Bourgeois on AWT Partnerships and Professional Growth
Scaling UP! H2O
Get stuck in – Michael Bourgeois, CWT How do standards get written in ways that working water treaters can actually meet? In this conversation, AWT Past President, current Related Trade Organization (RTO) Committee Chair, and Chemco Products Company Operations Manager, , explains how AWT’s liaisons collaborate with peer organizations, so guidance reflects field reality—operations, risk, and achievable compliance. From Field Bags to Board Rooms: Why RTOs Matter Bourgeois outlines the purpose of AWT’s RTO structure: volunteer liaisons track and influence work at groups...
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"If you’re excellent at what you do, you’ve got to be paid like you’re excellent." – Casey Brown
Ever wondered if you're truly getting paid what you're worth? In this unmissable episode of Scaling UP! H2O, we bring back Casey Brown, speaker, founder of Boost Pricing and author of the newly released Fearless Pricing. Known for her electrifying talks and actionable insights, Casey dives deep into how businesses can build confidence, charge their true value, and break free from the fear of pricing discussions.
From her journey as an engineer to becoming a pricing powerhouse, Casey's passion for helping businesses thrive shines through. Whether you're in sales, management, or leadership, this episode will leave you inspired and ready to tackle your next negotiation.
Highlights include:
The Psychology of Pricing:
Why fear dominates most pricing conversations—and how to overcome it.
Pricing Integrity:
Learn how setting and sticking to fair, defensible prices can boost trust and long-term success.
Handling Objections with Confidence:
Proven strategies to turn pricing objections into opportunities.
The "Hot Sauce" Analogy:
Discover how to identify overlooked products or services that can deliver high profits with minimal pricing sensitivity.
Unexercised Pricing Power:
How to unlock hidden revenue by testing and refining your pricing strategy.
Role-Playing for Success:
How procedural memory and consistent practice can transform your sales team’s confidence and results.
Bottom Line
This episode is your ultimate guide to fearless pricing, equipping you with the tools and mindset to boost profitability and set yourself apart from the competition. Don't miss the chance to learn from Casey's expertise and take your business to the next level!
Click play, take notes, and start commanding the value your business deserves. Don’t let fear control your profits—listen now to gain the confidence and strategies you need to succeed.
Stay engaged, keep learning, and continue scaling up your knowledge!
Timestamps
1:44 - Trace asks intriguing questions about the price of everyday items like gas and hot sauce to set the stage for a deeper discussion on pricing
02:23 - Events for Water Professionals
04:20 - Water You Know with James McDonald
05:35 - Interview with Casey Brown, speaker, founder of Boost Pricing, and the author of the newly released book ‘Fearless Pricing’
13:05 - How small discounts can devastate your bottom line
32:23 - Why debriefing every deal is critical for refining your pricing strategy
33:41 - The “Hot Sauce Analogy”
45:00 – Final Thoughts and Takeaways
Quotes
“We can’t know, unless we try. The world is your Petri dish. “- Casey Brown
“The how is training and coaching and concepts; the why is rotted in the mission to help people who are excellent be paid like they’re excellent.” - Casey Brown
“We can’t fix pricing or profitability through calculation. We must address the biggest obstacle to success, which is FEAR.” - Casey Brown
“Pricing is generally the area of greatest fear and greatest discomfort.” - Casey Brown
“In absence of financial pricing integrity, unearned discounts hurt trust.” - Casey Brown
“The way to get comfortable doing something uncomfortable is to practice it.” - Casey Brown
"Every business has hot sauce and gasoline—products where pricing sensitivity varies drastically. Identify yours." – Casey Brown
Connect with Casey Brown
Phone: 614-679-7999
Email: casey@boostpricing.com
Website: www.Caseybrown.com
LinkedIn: https://www.linkedin.com/in/caseybrownboost/
Subscribe to Casey Brown’s Newsletter: https://www.boostpricing.com/signup
Click HERE to Download Episode's Discussion Guide
Guest Resources Mentioned
Good to Great: Why Some Companies Make the Leap...And Others Don't by Jim Collins
They Ask You Answer by Marcus Sheridan
The Psychology of Money by Morgan Housel
Fearless Pricing by Casey Brown
Scaling UP! H2O Resources Mentioned
AWT (Association of Water Technologies)
Scaling UP! H2O Academy video courses
363 Pricing Boost: Get Paid Well For Your Excellence with Casey Brown
The 7 Habits of Highly Effective People by Stephen R. Covey
Water You Know with James McDonald
Question: What is the conversion between parts-per-million and milligrams per Liter?
2025 Events for Water Professionals
Check out our Scaling UP! H2O Events Calendar where we’ve listed every event Water Treaters should be aware of by clicking HERE.
