Pricing with Confidence 10 Ways to Stop Leaving Money on the Table

ISBN-10: 0470197579
ISBN-13: 9780470197578
Edition: 2008
List price: $29.95 Buy it from $3.94
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Description: 10 ways to help executives capture value, grow revenue, and increase profits Bad pricing is a massive destroyer of a company's value, revenue, and profits. With ten simple rules, Pricing with Confidence demonstrates how managers can deliver both  More...

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Book details

List price: $29.95
Copyright year: 2008
Publisher: John Wiley & Sons, Incorporated
Publication date: 2/25/2008
Binding: Hardcover
Pages: 240
Size: 6.00" wide x 9.25" long x 0.75" tall
Weight: 1.188
Language: English

10 ways to help executives capture value, grow revenue, and increase profits Bad pricing is a massive destroyer of a company's value, revenue, and profits. With ten simple rules, Pricing with Confidence demonstrates how managers can deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. This book is your road map through the practical implementation of value-based pricing based on the authors' real-world experiences. Demonstrating that a critical source of competitive advantage is an organization's ability to manage and exploit value, Holden and Burton deflate the conventional wisdom that managers must trade margins for revenues. Readers will discover a proven toolkit to drive pricing and business decisions that have enabled dozens of companies to exceed expectations. Pricing with Confidence gives you confidence in pricing and the things you have to do to make pricing work better in your business. Reed K. Holden, PhD, and Mark Burton (Concord, MA) are cofounders of Holden Advisors, a pricing consultancy. Dr. Holden is an Adjunct Associate Professor at Columbia University. Mr. Burton developed and presented the Services Pricing Workshop for the Professional Pricing Society.

Acknowledgments
Introduction: Why Pricing Is So Hard and Why Most Companies Mess It Up
Replace the Discounting Habit with a Little Arrogance
Understand the Value You Offer to Your Customer
Apply One of Three Simple Pricing Strategies
Play Better Poker with Customers
Price to Increase Profits
Add New Products and Services that Give You Negotiating Flexibility and Growth
Force Your Competitor to React to Your Pricing
Build Your Selling Backbone: Teach Your Sales Force and Managers to Negotiate with Value
Take Simple Steps to Move from Cost-Plus to Value-Based Pricing
Price with Confidence: Remember Who You Are
Index

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