Pricing done right : the pricing framework proven successful by the world's most profitable companies / Tim J. Smith.

Format:

Book

Author/Creator:

Smith, Tim J., author.

Series:

Bloomberg financial series.

THEi Wiley ebooks.

Bloomberg Financial

THEi Wiley ebooks

Language:

English

Subjects (All):

Pricing--Problems, exercises, etc.

Pricing.

Physical Description:

1 online resource (211 p.)

Edition:

1st edition

Place of Publication:

Hoboken, New Jersey : Bloomberg Press, 2016.

Language Note:

English.

System Details:

Access using campus network via VPN at home (THEi Users Only).

text file

Summary:

Practical guidance and a fresh approach for more accurate value-based pricing Pricing Done Right provides a cutting-edge framework for value-based pricing and clear guidance on ideation, implementation, and execution. More action plan than primer, this book introduces a holistic strategy for ensuring on-target pricing by shifting the conversation from 'What is value-based pricing?' to 'How can we ensure that our pricing reflects our goals?' You'll learn to identify the decisions that must be managed, how to manage them, and who should make them, as illustrated by real-world case studies. The key success factor is to build a pricing organization within your organization; this reveals the relationships between pricing decisions, how they affect each other, and what the ultimate effects might be. With this deep-level insight, you are better able to decide where your organization needs to go. Pricing needs to be done right, and pricing decisions have to be made—but are you sure that you're leaving these decisions to the right people? Few managers are confident that their prices accurately reflect the cost and value of their product, and this uncertainty leaves money on the table. This book provides a practical template for better pricing strategies, methods, roles, and decisions, with a concrete roadmap through execution. Identify the right questions for pricing analyses Improve your pricing strategy and decision making process Understand roles, accountability, and value-based pricing Restructure perspectives to help pricing reflect your organization's goals The critical link between pricing and corporate strategy must be reflected in the decision making process. Pricing Done Right provides the blueprint for more accurate pricing, with expert guidance throughout the change process.

Contents:

Pricing Done Right; Contents; Preface; Acknowledgments; Chapter 1 The Value-Based Pricing Framework for Getting Pricing Done Right; Embedding the Culture of Value-Based Pricing; Overarching Pricing Decision Areas; Analytical Routines; Decision Teams; Chapter 2 Value-Based Pricing; The Purpose of Firms: Serve Customer Needs Profitably; Value Engineering; Southwest Airlines and Value Engineering; Value-Based Pricing; Southwest Airlines' Competitive Alternative; Differential Benefits; Southwest Airlines' Differential Value; Differential Price; Southwest Airlines' Price Target

Exchange Value to CustomerSouthwest Airlines Pricing Decision; Design Costs against Price to Profit; References; Chapter 3 Business Strategy Alignment; Business Strategy; Piaggio's Business Strategy; Customers; Exogenous Marketing Factors; Target Market; Piaggio India's Target Customer Needs; Competitors; Piaggio India's Competition; Company; Piaggio India's Resource Investment; References; Chapter 4 Pricing Strategy; Price Positioning; Price Segmentation; Piaggio's India Decisions and Early Results; Competitive Price Reaction Strategy; Competitive Advantage and Pricing Power

Competitive Advantage without Pricing PowerPricing Power without Competitive Advantage; Neither Pricing Power nor Competitive Advantage; Pricing Capability; References; Chapter 5 Price Management; SaaS Company's Pricing Challenge; Market Pricing; SaaS Company's Market Pricing; Price Variance Policy; SaaS Company's Price Variance Policy; Price Execution; SaaS Company's Price Execution; Pricing Analysis; SaaS Company's Analytics; Chapter 6 Defining the Pricing Decision Team; Marketing; Sales; Finance; Pricing; References; Chapter 7 Pricing Continuous Improvement and Analytics

Continuous Improvement ProcessOffering Innovation and Pricing Decisions; Shrinking Life Cycles; Offering Innovation Process; Early Phase Price Estimation; Later Phase Price Preparation; Price Variance Policy Continuous Improvement; Market Pricing Continuous Improvement; References; Chapter 8 Organizational Design of the Pricing Specialist Function; Pricing Community Distribution; Pricing Reporting Structure; Pricing Talent; Key Performance Indicators; Skills; Traits; Number; Careers; Tools; References; Chapter 9 A Decision You Control; References

Appendix A: Economic Origins of Competitive AdvantageAppendix B: Getting Pricing Done with Jesse Finch Gnehm of GE Oil & Gas; The Value-Based Pricing Journey; Context of Subsea Systems within GE; Pricing Community Cultivation; Focal Contributions of the Pricing Experts; Pricing Framework; Pricing Analysis Techniques; Price Automation and Analytical Tools; External Resources; Appendix C: Getting Pricing Done with Robert Smith of Eastman Chemical Company; Pricing Organizational Design; Pricing Mission; Pricing Functional Architecture; About the Author; Index; EULA

Notes:

Includes bibliographical references and index.

Description based on online resource; title from PDF title page (ebrary, viewed July 13, 2016).

ISBN:

9781119269892

111926989X

9781119191155

1119191157

9781119269885

1119269881

OCLC:

952421394