{"product_id":"pricing-done-right-9781119183198","title":"Pricing Done Right","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003ePractical guidance and a fresh approach for more accurate value-based pricing\u003c\/b\u003e \u003cp\u003e\u003ci\u003ePricing Done Right\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003ePricing needs to be done right, and pricing decisions have to be madebut\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003ePreface xi\u003c\/p\u003e \u003cp\u003eAcknowledgments xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 The Value-Based Pricing Framework for Getting Pricing Done Right 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEmbedding the Culture of Value-Based Pricing 3\u003c\/p\u003e \u003cp\u003eOverarching Pricing Decision Areas 3\u003c\/p\u003e \u003cp\u003eAnalytical Routines 7\u003c\/p\u003e \u003cp\u003eDecision Teams 8\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Value‐Based Pricing 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Purpose of Firms: Serve Customer Needs Profitably 11\u003c\/p\u003e \u003cp\u003eValue Engineering 15\u003c\/p\u003e \u003cp\u003eValue‐Based Pricing 17\u003c\/p\u003e \u003cp\u003eDifferential Benefits 20\u003c\/p\u003e \u003cp\u003eDifferential Price 26\u003c\/p\u003e \u003cp\u003eExchange Value to Customer 28\u003c\/p\u003e \u003cp\u003eDesign Costs against Price to Profit 32\u003c\/p\u003e \u003cp\u003eReferences 34\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Business Strategy Alignment 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBusiness Strategy 36\u003c\/p\u003e \u003cp\u003eCustomers 39\u003c\/p\u003e \u003cp\u003eCompetitors 47\u003c\/p\u003e \u003cp\u003eCompany 51\u003c\/p\u003e \u003cp\u003eReferences 53\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Pricing Strategy 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrice Positioning 56\u003c\/p\u003e \u003cp\u003ePrice Segmentation 62\u003c\/p\u003e \u003cp\u003eCompetitive Price Reaction Strategy 65\u003c\/p\u003e \u003cp\u003ePricing Capability 74\u003c\/p\u003e \u003cp\u003eReferences 76\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Price Management 79\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMarket Pricing 82\u003c\/p\u003e \u003cp\u003ePrice Variance Policy 87\u003c\/p\u003e \u003cp\u003ePrice Execution 92\u003c\/p\u003e \u003cp\u003ePricing Analysis 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Defining the Pricing Decision Team 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMarketing 103\u003c\/p\u003e \u003cp\u003eSales 107\u003c\/p\u003e \u003cp\u003eFinance 112\u003c\/p\u003e \u003cp\u003ePricing 114\u003c\/p\u003e \u003cp\u003eReferences 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Pricing Continuous Improvement and Analytics 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eContinuous Improvement Process 120\u003c\/p\u003e \u003cp\u003eOffering Innovation and Pricing Decisions 123\u003c\/p\u003e \u003cp\u003ePrice Variance Policy Continuous Improvement 131\u003c\/p\u003e \u003cp\u003eMarket Pricing Continuous Improvement 135\u003c\/p\u003e \u003cp\u003eReferences 138\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Organizational Design of the Pricing Specialist Function 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePricing Community Distribution 140\u003c\/p\u003e \u003cp\u003ePricing Reporting Structure 143\u003c\/p\u003e \u003cp\u003ePricing Talent 145\u003c\/p\u003e \u003cp\u003eReferences 153\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 A Decision You Control 155\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReferences 157\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix A: Economic Origins of Competitive Advantage 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix B: Getting Pricing Done with Jesse Finch Gnehm of GE Oil \u0026amp; Gas 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Value‐Based Pricing Journey 163\u003c\/p\u003e \u003cp\u003eContext of Subsea Systems within GE 165\u003c\/p\u003e \u003cp\u003ePricing Community Cultivation 166\u003c\/p\u003e \u003cp\u003eFocal Contributions of the Pricing Experts 167\u003c\/p\u003e \u003cp\u003ePricing Framework 169\u003c\/p\u003e \u003cp\u003ePricing Analysis Techniques 171\u003c\/p\u003e \u003cp\u003ePrice Automation and Analytical Tools 172\u003c\/p\u003e \u003cp\u003eExternal Resources 172\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix C: Getting Pricing Done with Robert Smith of Eastman Chemical Company 175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePricing Organizational Design 176\u003c\/p\u003e \u003cp\u003ePricing Mission 178\u003c\/p\u003e \u003cp\u003ePricing Functional Architecture 180\u003c\/p\u003e \u003cp\u003eAbout the Author 181\u003c\/p\u003e \u003cp\u003eIndex 183\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866389033303,"sku":"9781119183198","price":49.4,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119183198.jpg?v=1722278418","url":"https:\/\/bookcurl.com\/products\/pricing-done-right-9781119183198","provider":"Book Curl","version":"1.0","type":"link"}