In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds revenues and profits without lowering prices. The key? Linking prices to the value delivered. The real trick is to bring people from marketing, product development, sales, and senior management into the process of discovering and defending the value you create for customers.
Updated throughout to reflect changes in the global pricing environment and advances in McKinsey's pricing knowledge, this Second Edition covers a host of new topics including software and information products pricing, lifecycle pricing, custom-configured products pricing, pricing of high-count product lines, pricing in distributed sales environments, and tiered products and services pricing. Also, the building of a sustainable pricing capability and a high-performing pricing infrastructure is covered in much greater detail than ever before.
With emphasis on translating pricing theory into real improvements and bottom-line performance, the Second Edition of The Price Advantage is designed to give today's CEOs and business managers a competitive advantage in any economy.
For almost three decades, The Strategy and Tactics of Pricing has served as the leading authority on strategic pricing. The sixth edition brings new perspectives, case studies, and updated approaches from this ever-evolving practice.
Whether you are a CEO, executive leadership, or part of the team responsible for innovation and new product development, this book is for you, with special sections and checklist-driven summaries to make monetizing innovation part of your company's DNA. Illustrative case studies show how some of the world's best innovative companies like LinkedIn, Uber, Porsche, Optimizely, Draeger, Swarovski and big pharmaceutical companies have used principles outlined in this book.
Joanne Smith is well known throughout the pricing discipline as a thought leader and The Price and Profit Playbook bring her expertise to the forefront. Starting with the basics and continuing through the organizational and cultural changes necessary to improve pricing, this playbook will be an invaluable resource to lead managers to profitable growth
We learn about the author’s concept of value pricing, which is based on how customers make purchase decisions and involves setting prices that capture the value customers place on the product rather than what it costs to manufacture it. The author tells a compelling story of Southwest Airlines and how it has increased revenue by charging more for an added feature that a certain customer segment values. With a goal of win-win for both a company and its customers, the author shares his success story interviews with managers in a wide variety of industries. He concludes with an action plan for a comprehensive pricing strategy and observes, The financial benefits of a 1% price increase . . . illustrate the power of pricing and its direct link to the bottom line.
An overwhelming majority of professional firms price their services by the flawed hourly billing method. This method is outdated, suboptimal, and driving the best and brightest out of the professions. While lawyers, accountants, and consultants serve noble callings, the predominant method of pricing for their services is not worthy of them. There is a better way.
Implementing Value Pricing demonstrates a superior model to price for professional services: selling intellectual capital with pricing based on the results and value it creates, not the cost or time it took to formulate.
Dieses Buch liefert neue Lösungen und Ansatzpunkte für ein professionelles Pricing im Zeitalter der Digitalisierung. Der Autor entwickelt eine ganzheitliche und zugleich praxisbewährte Methode, die drei inhaltlich verbundene Ebenen miteinander verknüpft: Geschäftsmodell, Erlösmodell und Pricingprozess. Er zeigt, dass digitales Pricing weit über eine Automatisierung von Pricingschritten hinausgeht. Das vorliegende Buch bietet einen Überblick über Prozesse und Methoden der Gewinnoptimierung für digitale Angebote sowie für Produkte und Services, deren Geschäftsmodell sich durch die Digitalisierung verändern wird. Zusätzlich zu den Auswirkungen der Digitalisierung auf das Preismanagement hat der Autor zahlreiche Erkenntnisse der Preispsychologie in die einzelnen Stufen des Pricingprozesses eingebettet. Mit dieser ganzheitlichen und innovativen Methode gelingt eine konsistente Preisbildung mit bestmöglicher Orientierung am Kundennutzen und gleichzeitiger Margenabschöpfung für die Unternehmen. Große Praxisnähe und Beispiele aus bedeutenden Branchen (z. B. Medien und Software, Maschinenbau und Automobil sowie aus zahlreichen Servicesektoren) machen das Werk zu einem wertvollen Leitfaden für Entscheider und Pricingexperten.
Every business owner is haunted by this fundamental question. Expert pricing strategist Mark Stiving draws upon more than 15 years of experience in profitable pricing and delivers a practical plan to help you confidently answer. Stiving breaks down critical pricing concepts and provides the blueprint to integrate proven pricing strategies into your growth plans. Following in the footsteps of sited examples including Apple, BMW, McDonalds, Mercedes, and other market leaders, learn how to create a powerful price strategy that does more than cover costs.
Learn how to:
•Set prices that drive your market position
•Correctly use costs to make profitable pricing decisions
•Implement value-based pricing to charge what customers are willing to pay
•Use price segmentation to leverage value and capture new business
•Cash-in on complementary products and product versions with portfolio pricing
•Prepare for changing conditions pricing strategically now
This book focuses on the topics of data monetization and of the value-based pricing of data-driven offers. The authors introduces a newly-developed practical data monetization roadmap that can be used by digital project teams, incubators, and digital factories to better frame their offers and to apply the principles of value-based pricing. They present options in digital pricing models and practical guidelines on how to deploy them.
Readers will learn:
The third volume in the Handbooks in Health Economic Evaluation series, this book provides the reader with a comprehensive set of instructions and examples of how to perform an economic evaluation of a health intervention. It focuses solely on cost-effectiveness analysis in health care. The book is developed out of the Advanced Methods in Economic Evaluation course taught at the University of Oxford, and the four main sections mirror the four principal components of the course: Outcomes, Costs, Modelling using decision trees and Markov models, and Presenting cost-effectiveness results.
Series editors Alastair Gray and Andrew Briggs