Description
Book SynopsisThe definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price they are happy to pay.
As traditional manufacturing companies move to service provision, how should they price their services?
What pricing model should they develop and what buyer behaviour model should they nurture? What will happen if you get your services offering right, but your pricing model wrong?
Mastering Services Pricing shows you how to create pricing that allows you to deliver maximum profit and high client satisfaction.
Learn that the cost plus' model won't work for service provision
Understand how your competitors will use pricing to gain market share, create growth and tie in existing customers
Recognise that Product pricing is coercive, services pricing is collaborative
Understand that service
Table of Contents
- 1 How clients buy services
- 2 Cost-plus pricing and beyond
- 3 Pitching for work
- 4 Negotiating price
- 5 The pricing lever
- 6 Alternative fees
- 7 Pricing tactics
- 8 Drivers of value
- 9 Learning from industry
- 10 Saving clients money
- 11 Pricing controls and capabilities
