Smith Pricing Done Right

The Pricing Framework Proven Successful by the World's Most Profitable Companies
1. Auflage 2016
ISBN: 978-1-119-26989-2
Verlag: John Wiley & Sons
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 208 Seiten, E-Book

Reihe: Bloomberg Professional

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.

Autoren/Hrsg.

Smith, Tim J.

Inhaltsverzeichnis

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
Value-Based Pricing
Differential Benefits
Differential Price
Exchange Value to Customer
Design Costs against Price to Profit
References
Chapter 3: Business Strategy Alignment
Business Strategy
Customers
Competitors
Company
References
Chapter 4: Pricing Strategy
Price Positioning
Price Segmentation
Competitive Price Reaction Strategy
Pricing Capability
References
Chapter 5: Price Management
Market Pricing
Price Variance Policy
Price Execution
Pricing Analysis
Chapter 6: Defining the Pricing Decision Team
Marketing
Sales
Finance
Pricing
References
Chapter 7: Pricing Continuous Improvement and Analytics
Continuous Improvement Process
Offering Innovation and Pricing Decisions
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
References
Chapter 9: A Decision You Control
References
Appendix A: Economic Origins of Competitive Advantage
Appendix 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

Über Autor(innen)

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.