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Informationen zum Autor TIM J. SMITH, PHD, is the founder and CEO of Wiglaf Pricing, where he helps executives manage price better. Also an adjunct professor of marketing at DePaul University, he began his career as a research scientist in quantum mechanics before pursuing business strategy. He is the author of Pricing Strategy and Hawks, Seagulls, and Mice. Klappentext Practical guidance and a fresh approach for more accurate value-based pricingPricing 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 goalsThe 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. Zusammenfassung 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. Inhaltsverzeichnis Preface xi Acknowledgments xvii Chapter 1 The Value-Based Pricing Framework for Getting Pricing Done Right 1 Embedding the Culture of Value-Based Pricing 3 Overarching Pricing Decision Areas 3 Analytical Routines 7 Decision Teams 8 Chapter 2 Value¿Based Pricing 11 The Purpose of Firms: Serve Customer Needs Profitably 11 Value Engineering 15 Value¿Based Pricing 17 Differential Benefits 20 Differential Price 26 Exchange Value to Customer 28 Design Costs against Price to Profit 32 References 34 Chapter 3 Business Strategy Alignment 35 Business Strategy 36 Customers 39 Competitors 47 Company 51 References 53 Chapter 4 Pricing Strategy 55 Price Positioning 56 Price Segmentation 62 Competitive Price Reaction Strategy 65 Pricing Capability 74 References 76 Chapter 5 Price Management 79 Market Pricing 82 Price Variance Policy 87 Price Execution 92 Pricing Analysis 95 Chapter 6 Defining the Pricing Decision Team 99 Marketing 103 Sales 107 Finance 112 Pricing 114 References 116 Chapter 7 Pricing Continuous Improvement and Analytics 119 Continuous Improvement Process 120 Offering Innovation and Pricing Decisions 123 Price Variance Policy Continuou...
