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Implementing Value Pricing
| Author | : Ronald J. Baker |
| Publisher | : John Wiley & Sons |
| Total Pages | : 78 |
| Release | : 2010-11-29 |
| Genre | : Business & Economics |
| ISBN | : 047092957X |
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
The Price Advantage
| Author | : Michael V. Marn |
| Publisher | : John Wiley & Sons |
| Total Pages | : 306 |
| Release | : 2004-04-12 |
| Genre | : Business & Economics |
| ISBN | : 0471690023 |
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.
Internal Pricing
| Author | : Tim Baldenius |
| Publisher | : Now Publishers Inc |
| Total Pages | : 107 |
| Release | : 2009 |
| Genre | : Business & Economics |
| ISBN | : 1601982704 |
Internal Pricing surveys of the transfer pricing literature with a focus on commonly-used pricing schemes using incomplete contracting models. Chapter 2 develops the basic symmetric information model to compare the performance of cost-based and negotiated pricing in the absence of external input markets. Chapter 3 considers market-based pricing and the role of internal price adjustments; it ignores investments and focuses solely on trading incentives. Chapter 4 adds investments to the model of Chapter 3 and shows that investment opportunities further strengthen the case for internal adjustments. Chapter 5 reconsiders the initial analysis of Chapter 2 for the case of asymmetrically informed divisional managers. The book ends with the author's conclusions and an appendix including the mathematical proofs. A key theme running through Internal Pricing is that the firm's central office (i.e headquarters) plays a rather limited role in mediating individual transactions. This captures the stylized empirical fact that in most firms, headquarters designs the broad "rules of the game" by choosing a pricing mechanism and compensation contracts, but usually does not get involved in pricing on a product-by-product basis.
The 1% Windfall
| Author | : Rafi Mohammed |
| Publisher | : Harper Collins |
| Total Pages | : 262 |
| Release | : 2010-03-16 |
| Genre | : Business & Economics |
| ISBN | : 0061985279 |
Leading pricing expert Rafi Mohammed shows businesses how to reap a financial windfall and foster growth using the underutilized and often overlooked strategy of setting prices. The 1% Windfall reveals how modest incremental changes to an everyday business practice—pricing—can yield significant rewards. Illustrating the power of pricing, a study of the Global 1200 found that if companies raised prices by just 1%, their average operating profits would increase by 11%. Using a 1% increase in price, some companies would see even more growth in percentage of profit: Sears, 155%; McKesson, 100%; Tyson, 81%; Land O'Lakes, 58%; and Whirlpool, 35%. The good news is that better pricing is more than simply raising prices. Instead, the key is to offer customers a variety of pricing options. This strategy is win-win: profits to companies and choices for consumers. But how do executives and managers set the right price? Underpinned by sound empirical research and real-life anecdotes, The 1% Windfall addresses this fundamental question. This book offers guidelines that any company—whether a multinational conglomerate, a small business, or even a nonprofit—can follow to create a comprehensive pricing strategy for any product or service. In addition, these versatile techniques and tools provide solutions to avert a slump in a recession, offset the impact of inflation, or battle a new competitor. The result is a mind-opening, clear blueprint for com-panies to price for profit and growth.
Smart Pricing
| Author | : Jagmohan Raju |
| Publisher | : Pearson Prentice Hall |
| Total Pages | : 225 |
| Release | : 2010-03-11 |
| Genre | : Business & Economics |
| ISBN | : 0137071884 |
In Smart Pricing: How Google, Priceline and Leading Businesses Use Pricing Innovation for Profitability, Wharton professors and renowned pricing experts Jagmohan Raju and Z. John Zhang draw on examples from high tech to low tech, from consumer markets to business markets, and from U.S. to abroad, to tell the stories of how innovative pricing strategies can help companies create and capture value as well as customers. They teach the pricing principles behind those innovative ideas and practices. Smart Pricing introduces many innovative approaches to pricing, as well as the research and insights that went into their creation. Filled with illustrative examples from the business world, readers will learn about restaurants where customers set the price, how Google and other high-tech firms have used pricing to remake whole industries, how executives in China successfully start and fight price wars to conquer new markets. Smart Pricing goes well beyond familiar approaches like cost-plus, buyer-based pricing, or competition-based pricing, and puts a wide variety of pricing mechanisms at your disposal. This book helps you understand them, choose them, and use them to win.
Management Accounting theory and practice
| Author | : M P Pandikumar |
| Publisher | : Excel Books India |
| Total Pages | : 476 |
| Release | : 2009 |
| Genre | : Managerial accounting |
| ISBN | : 9788174465641 |
Marketer's Toolkit
| Author | : |
| Publisher | : Harvard Business Press |
| Total Pages | : 249 |
| Release | : 2006-01-03 |
| Genre | : Business & Economics |
| ISBN | : 142216084X |
Effective marketing can mean the difference between runaway successes and costly flops. Covering everything from customer programs to ad campaigns to sales promotions, this is every marketer’s hands-on guide to turning opportunities into profits. The Harvard Business Essentials series is designed to provide comprehensive advice, personal coaching, background information, and guidance on the most relevant topics in business. Whether you are a new manager seeking to expand your skills or a seasoned professional looking to broaden your knowledge base, these solution-oriented books put reliable answers at your fingertips.
Pricing Strategy
| Author | : Morris Engelson |
| Publisher | : |
| Total Pages | : 248 |
| Release | : 1995 |
| Genre | : Cost |
| ISBN | : |
This book is about business success. It does not matter what you consider as success for your business - profit, sales growth, return on investment - this book considers its implications, relationship to other measures & how to get desired results. The common theme is the pricing decision which forms the bridge between buyer & seller. What are the constituents of price & rules describing price? How can you influence, even control, the price? Who should control the price? What is a good or optimum price? How is price connected to the essential objectives of your business? These questions & many others involving strategy, planning, cost profit, competition - all related to business success - are considered in this book. Detailed mathematical analysis sections provide the rigor needed for business school study. At the same time, an easy-to-follow, conversational style combined with a point-by-point format makes this book ideal for immediate practical application at all business management levels. Joint Management Strategy, P.O. Box 25170, Portland, OR 97225; 503-292-7035; fax 503-292-0449.
Pricing for Profit
| Author | : Dale FURTWENGLER |
| Publisher | : AMACOM Div American Mgmt Assn |
| Total Pages | : 237 |
| Release | : 2009-09-09 |
| Genre | : Business & Economics |
| ISBN | : 0814415180 |
Many small business owners are trapped by industry pricing and market misconceptions, when they could be compensated for the true value of the product or service being offered. The low price they feel compelled to offer limits their ability to generate profits which, in turn, slows their response to changing customer needs. The good news is that a business can command almost any price it chooses by focusing on the value—not the cost—to the customer. Pricing for Profit shows businesspeople how to break out of the stranglehold of industry pricing and charge more for their wares (regardless of the competition) without alienating their customers. Readers will learn how to: • Quantify the value of their products or services • Distinguish between price buyers and value buyers • Bundle their offerings for competitive advantage and increased customer value • Craft a powerful marketing message that communicates value • Generate more unit sales and close more sales overall, at higher prices • Make more money with less effort Filled with easy-to-use formulas, sample scripts, clear examples, instructive exercises, and more, this accessible and practical guide is a must-read for businesspeople who want to be well-paid for the value they provide.
