From Value Pricing To Pricing Value

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Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value

Author : Harry Macdivitt
Publisher : McGraw Hill Professional
ISBN 13 : 0071768602
Total Pages : 305 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value by : Harry Macdivitt

Download or read book Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value written by Harry Macdivitt and published by McGraw Hill Professional. This book was released on 2011-10-17 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: A Groundbreaking Pricing Model for the New Business Landscape Why would any customer choose Brand X over Brand Y, regardless of price? In a word: Value. When customers feel they are getting good value from your product or service, they are more than happy to pay more—which is good news for you and your business. Even in today’s global market—with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings—you can outsell and outperform the rest using Value-Based Pricing. Done correctly, this method of pricing and selling helps you: Understand your customers’ wants and needs Focus on what makes your company different Quantify your differences and build a value-based strategy Communicate your value directly to your customers Now more than ever, it is essential for you to reexamine the reality of the value you offer customers—and this step-by-step program shows you how. Developed by global consultants Harry Macdivitt and Mike Wilkinson, Value-Based Pricing identifies three basic elements of the Value Triad: revenue gain, cost reduction, and emotional contribution. By delivering these core values to your customers—through marketing, selling, negotiation, and pricing—you can expect an increase in profits, productivity, and consumer goodwill. These are the same value-based strategies used by major companies such as Philips, Alstom, Siemens, and Virgin Mobile. And when it comes to today’s more intangible markets—such as consulting services or digital properties like e-books and music files—these value-based strategies are more important than ever. So forget about your old pricing methods based on costs and competition. Once you know your own value—and how to communicate it to others—everybody profits.

Implementing Value Pricing

Author : Ronald J. Baker
Publisher : John Wiley & Sons
ISBN 13 : 047092957X
Total Pages : 78 pages
Book Rating : 4.4/5 (79 download)

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Book Synopsis Implementing Value Pricing by : Ronald J. Baker

Download or read book Implementing Value Pricing written by Ronald J. Baker and published by John Wiley & Sons. This book was released on 2010-11-29 with total page 78 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for IMPLEMENTING VALUE PRICING A Radical Business Model for Professional Firms "Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies everything. This is a must-have and a terrific book." Reed K. Holden founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University www.holdenadvisors.com "We've known through Ron Baker's earlier books that he's not just an extraordinary thinker and truly brilliant writer he's a mover and a shaker on a mission. This is the End of Time! Brilliant." Paul Dunn Chairman, B1G1® www.b1g1.com "Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker's most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I've gained from his body of work, and the benefits to me and to my customers have been immediate, significant, and ongoing." Brent Uren Principal, Valuation & Business Modeling Ernst & Young® www.ey.com "Ron Baker is a revolutionary. He is on a radical crusade to align the interests of service providers with those of their customers by having lawyers, accountants, and consultants charge based on the value they provide, rather than the effort it takes. Implementing Value Pricing is a manifesto that establishes a clear case for the revolution. It provides detailed guidance that includes not only strategies and tactics, but key predictive indicators for success. It is richly illustrated by the successes of firms that have embraced value-based pricing to make their services not only more cost-effective for their customers, but more profitable as well. The hallmark of a manifesto is an unyielding sense of purpose and a call to action. Let the revolution begin." Robert G. Cross, Chairman and CEO, Revenue Analytics, Inc. Author, Revenue Management: Hard-Core Tactics for Market Domination

Value First, Then Price

Author : Andreas Hinterhuber
Publisher : Routledge
ISBN 13 : 1000515192
Total Pages : 303 pages
Book Rating : 4.0/5 (5 download)

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Book Synopsis Value First, Then Price by : Andreas Hinterhuber

Download or read book Value First, Then Price written by Andreas Hinterhuber and published by Routledge. This book was released on 2021-12-27 with total page 303 pages. Available in PDF, EPUB and Kindle. Book excerpt: Value-based pricing – pricing a product or service according to its value to the customer rather than its cost – is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases. This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2nd edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples of quantified value propositions, the future of value quantification, and value quantification for intangibles. With contributions from global industry experts this book combines cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It is essential reading for postgraduate students in Sales and Marketing with an interest in Pricing Strategy, sales and pricing specialists, as well as business strategists, in both research and practice.

Value First then Price

Author : Andreas Hinterhuber
Publisher : Taylor & Francis
ISBN 13 : 1317326180
Total Pages : 243 pages
Book Rating : 4.3/5 (173 download)

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Book Synopsis Value First then Price by : Andreas Hinterhuber

Download or read book Value First then Price written by Andreas Hinterhuber and published by Taylor & Francis. This book was released on 2016-10-04 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the Overall Case Award 2014 The Case Centre best selling case 2013 - 2017 Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price. Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers. With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.

The Win Without Pitching Manifesto

Author : Blair Enns
Publisher :
ISBN 13 : 9781999523503
Total Pages : 143 pages
Book Rating : 4.5/5 (235 download)

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Book Synopsis The Win Without Pitching Manifesto by : Blair Enns

Download or read book The Win Without Pitching Manifesto written by Blair Enns and published by . This book was released on 2018 with total page 143 pages. Available in PDF, EPUB and Kindle. Book excerpt:

How to Price Effectively

Author : Utpal Dholakia
Publisher :
ISBN 13 : 9780999186718
Total Pages : pages
Book Rating : 4.1/5 (867 download)

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Book Synopsis How to Price Effectively by : Utpal Dholakia

Download or read book How to Price Effectively written by Utpal Dholakia and published by . This book was released on 2017-07-03 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Pricing decisions are among the most important and impactful business decisions that a manager can make. How to Price Effectively: A Guide for Managers and Entrepreneurs introduces the value pricing framework, a structured, versatile, and comprehensive method for making good pricing decisions and executing them. The framework weaves together the latest thinking from academic research journals, proven best practices from the leading pricing experts, and ideas from other fields such as medical decision making, consumer behavior, and organizational psychology. The book discusses what a good pricing decision is, which factors you should consider when making one, the role played by each factor-costs, customer value, reference prices, and the value proposition- and how they work together, the importance of price execution, and how to evaluate the success of pricing decisions. You will also be introduced to a set of useful and straightforward tools to implement the value pricing framework, and study many examples and company case studies that illustrate its nuances. The purpose of How to Price Effectively: A Guide for Managers and Entrepreneurs is to provide you with a comprehensive, practical guide to making, executing, and evaluating pricing decisions.

Market-Value Pricing

Author : Gabriel Steinhardt
Publisher : Springer
ISBN 13 : 3030107345
Total Pages : 52 pages
Book Rating : 4.0/5 (31 download)

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Book Synopsis Market-Value Pricing by : Gabriel Steinhardt

Download or read book Market-Value Pricing written by Gabriel Steinhardt and published by Springer. This book was released on 2019-01-31 with total page 52 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book highlights essential concepts, models, and processes that help those responsible for making pricing decisions – whether professionally or privately – to effectively engage in product pricing activities. Novel, straightforward and clearly structured, the Blackblot Market-Value PricingTM Model (MVP Model), introduced in this book, employs a market-value-centric pricing process that offers step-by-step guidance on the managerial decisions that help determine a product’s price. This intentionally succinct, highly readable, and practical book provides practitioners with the knowledge and tools they need in order to approach pricing activities in an organized and efficient manner.

Creative Strategy and the Business of Design

Author : Douglas Davis
Publisher : Simon and Schuster
ISBN 13 : 1440341559
Total Pages : 208 pages
Book Rating : 4.4/5 (43 download)

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Book Synopsis Creative Strategy and the Business of Design by : Douglas Davis

Download or read book Creative Strategy and the Business of Design written by Douglas Davis and published by Simon and Schuster. This book was released on 2016-06-14 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The Business Skills Every Creative Needs! Remaining relevant as a creative professional takes more than creativity--you need to understand the language of business. The problem is that design school doesn't teach the strategic language that is now essential to getting your job done. Creative Strategy and the Business of Design fills that void and teaches left-brain business skills to right-brain creative thinkers. Inside, you'll learn about the business objectives and marketing decisions that drive your creative work. You already have the creativity; now it's time to gain the business insight. Once you understand what the people across the table are thinking, you'll be able to think how they think to do what we do." -- Provided by publisher.

Win, Keep, Grow

Author : Mark Stiving
Publisher : Morgan James Publishing
ISBN 13 : 1631954792
Total Pages : 137 pages
Book Rating : 4.6/5 (319 download)

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Book Synopsis Win, Keep, Grow by : Mark Stiving

Download or read book Win, Keep, Grow written by Mark Stiving and published by Morgan James Publishing. This book was released on 2021-07-06 with total page 137 pages. Available in PDF, EPUB and Kindle. Book excerpt: Win Keep Grow shares the surprising fundamentals entrepreneurs need to build and grow a subscription business. The first section of Win Keep Grow delivers a simple framework to help businesspeople understand the differences of the subscription business. The framework consists of the three revenue buckets subscription companies must manage and the 3 value levers subscription companies must master to put their offering in a position to skyrocket. The second section uses the framework to walk the reader through how managing a subscription product evolves as the product matures in the market. The third and final section prepares companies who don’t currently have a subscription product on what to expect while transitioning to one. Pricing expert Mark Stiving, Ph.D. dug deeply into the subscription business model and he was surprised at how many aha moments he had. Win Keep Grow shares his many insights with businesses who have or want to have subscription products. Readers will walk away with a deeper understanding of this business model, a process to prioritize the investment of resources, and a way to simply communicate the product’s objectives throughout their own organization.

Remaking Law Firms

Author : George Beaton
Publisher :
ISBN 13 : 9781634253963
Total Pages : 272 pages
Book Rating : 4.2/5 (539 download)

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Book Synopsis Remaking Law Firms by : George Beaton

Download or read book Remaking Law Firms written by George Beaton and published by . This book was released on 2016-06-07 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides examples of innovative and successful business models from remade law firms to inspire change that goes beyond thinking and planning, and leads straight to implementing change and better client service.

From Value Pricing to Pricing Value

Author : Rhondalynn Korolak
Publisher : Business Expert Press
ISBN 13 : 1949991350
Total Pages : 210 pages
Book Rating : 4.9/5 (499 download)

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Book Synopsis From Value Pricing to Pricing Value by : Rhondalynn Korolak

Download or read book From Value Pricing to Pricing Value written by Rhondalynn Korolak and published by Business Expert Press. This book was released on 2019-04-22 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book will reveal how to understand, implement and master the pricing value methodology. Understanding and applying the concept of "pricing value" is critical for today's accountants-especially for self-employed accountants, CPAs, and small firms who primarily work with small business clients. This book will reveal how to understand, implement and master the pricing value methodology. It will explain the solid academic research behind this approach, discuss how to avoid common pitfalls, and demonstrate step-by-step how to implement the methodology in a practical and persuasive way.

Ultimate Price

Author : Howard Steven Friedman
Publisher : University of California Press
ISBN 13 : 0520383125
Total Pages : 231 pages
Book Rating : 4.5/5 (23 download)

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Book Synopsis Ultimate Price by : Howard Steven Friedman

Download or read book Ultimate Price written by Howard Steven Friedman and published by University of California Press. This book was released on 2021-05-05 with total page 231 pages. Available in PDF, EPUB and Kindle. Book excerpt: How much is a human life worth? Individuals, families, companies, and governments routinely place a price on human life. The calculations that underlie these price tags are often buried in technical language, yet they influence our economy, laws, behaviors, policies, health, and safety. These price tags are often unfair, infused as they are with gender, racial, national, and cultural biases that often result in valuing the lives of the young more than the old, the rich more than the poor, whites more than blacks, Americans more than foreigners, and relatives more than strangers. This is critical since undervalued lives are left less-protected and more exposed to risk. Howard Steven Friedman explains in simple terms how economists and data scientists at corporations, regulatory agencies, and insurance companies develop and use these price tags and points a spotlight at their logical flaws and limitations. He then forcefully argues against the rampant unfairness in the system. Readers will be enlightened, shocked, and, ultimately, empowered to confront the price tags we assign to human lives and understand why such calculations matter.

Pricing Strategy

Author : Tim J. Smith
Publisher : Thomson South-Western
ISBN 13 : 9781111571290
Total Pages : 318 pages
Book Rating : 4.5/5 (712 download)

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Book Synopsis Pricing Strategy by : Tim J. Smith

Download or read book Pricing Strategy written by Tim J. Smith and published by Thomson South-Western. This book was released on 2012 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how to make pricing decisions that will maximize a firm’s profits by creating and capturing customers with PRICING STRATEGY: SETTING PRICE LEVELS, MANAGING PRICE DISCOUNTS AND ESTABLISHING PRICE STRUCTURES, International Edition. Written by recognized pricing thought leader and principal of a successful pricing firm, Tim J. Smith, this comprehensive book emphasizes the stakeholder’s importance in making decisions, while highlighting key trade-offs to consider when choosing between opposing outcomes. In this book’s balanced presentation of quantitative instruction and qualitative concepts, learn more about the influences that should guide your decision making.

Price to Value

Author : Bud Labitan
Publisher : Lulu.com
ISBN 13 : 0557361400
Total Pages : 182 pages
Book Rating : 4.5/5 (573 download)

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Book Synopsis Price to Value by : Bud Labitan

Download or read book Price to Value written by Bud Labitan and published by Lulu.com. This book was released on 2010-03-15 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: â€œPrice To Valueâ€ is about Intelligent Speculation. It is about decision framing and using the amazing "Decision Filters" of Charlie Munger and Warren Buffett. These â€œfiltersâ€ offer us the opportunity to enhance our decision framing and decision making skills in both investing and speculation. How can we use this framework to improve our speculative decision making? We can use it to help us separate fact from fiction. Readers will benefit from this book if it stimulates better thinking into the most important factors crucial to decision making. These decision framing ideas can be applied across different asset classes. First, the book presents the four investing decision filters in simplified terms. Then, it extends these ideas by looking into the intelligent speculation ideal described by Benjamin Graham in his tenth lecture of 1946.

The Price Advantage

Author : Michael V. Marn
Publisher : John Wiley & Sons
ISBN 13 : 0471690023
Total Pages : 306 pages
Book Rating : 4.4/5 (716 download)

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Book Synopsis The Price Advantage by : Michael V. Marn

Download or read book The Price Advantage written by Michael V. Marn and published by John Wiley & Sons. This book was released on 2004-04-12 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Price Advantage by three preeminent experts at McKinsey & Company is the most pragmatic and insightful book on pricing available. Based on in-depth, first-hand experience with hundreds of companies, this book is designed to provide managers with comprehensive guidance through the maze of pricing issues. The authors demonstrate why pricing excellence is critical to corporate success and profitability, then explain state-of-the-art approaches to analyzing and improving your own pricing strategy for any product or service. Their advice is critical for readers who need to develop pricing strategies that work in both good economic times and bad.

Transfer Pricing in International Business

Author : Geoff Turner
Publisher : Business Expert Press
ISBN 13 : 1606493493
Total Pages : 114 pages
Book Rating : 4.6/5 (64 download)

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Book Synopsis Transfer Pricing in International Business by : Geoff Turner

Download or read book Transfer Pricing in International Business written by Geoff Turner and published by Business Expert Press. This book was released on 2013-03-15 with total page 114 pages. Available in PDF, EPUB and Kindle. Book excerpt: For centuries, trade has endured stumbling blocks, mistakes, and moments of inspiration. It has contributed to the modern, globalized world in which we live, and the increasing economic, social, and political importance of trade has spawned a phenomenon called the multinational organization. However, these organizations have a national home to where profits will ultimately have to come, and in their effort to maximize the amount repatriated, they often engage in internal-pricing practices, known more commonly as transfer pricing This book reminds us all of the important issues of transfer pricing, and how easy it is to create friction between all of the interested parties. This book also goes on to provide an insight into how such conflicts can be assuaged or avoided altogether, and explains how transfer pricing may become a managerial tool by establishing a common language that may be used as one driver for creating added value throughout the organization. Transfer pricing is not simply about maximizing income. It is a much more important strategic management issue that, treated unwisely or with ignorance, is likely to lead to an incongruity in the added value of an organization’s products and services as well as its crucial return on capital employed.

Pay What It's Worth

Author : Tara Joyce
Publisher :
ISBN 13 : 9781771806046
Total Pages : 0 pages
Book Rating : 4.8/5 (6 download)

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Book Synopsis Pay What It's Worth by : Tara Joyce

Download or read book Pay What It's Worth written by Tara Joyce and published by . This book was released on 2023-01-23 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: What if the customer determined the price they pay based upon the value they receive? How might that change things? Pay What It's Worth pricing is a system allowing for a different way of valuing the products, services, and experiences we have and exchange with others. Each of us has the power and ability to create our own economy, and approach to valuing products and services. In Pay What It's Worth: You Don't Need to Set a Price on Value, you'll explore the power and potential, as well as the pitfalls, of not setting prices. Mutually beneficial exchanges are possible and sustainable for you, as a business owner, and as a customer. Your integrity is your most valuable wealth creation tool.