Business Solution Series: Pricing Products and Services

The Manager's Complete Resource for Pricing Strategy

Pricing Products and Services is designed for managers who recommend, direct or approve pricing strategy. It combines targeted pricing strategies from today’s most trusted authorities with proven, professional grade software tools - to help you discover pricing opportunities and make the pricing decisions that maximize revenue, margins and competitive advantage.

With Pricing Products and Services, you can identify optimal entry pricing for new products and services, plan effective responses to competitive action and expand profit horizons through customer segmentation, price management and strategic pricing.

Pricing Products and Services delivers the essential concepts, tools and techniques that you need to build winning pricing strategies - in a concise, results oriented framework.

Put the Guidance and Expertise of Top Pricing Authorities at Your Fingertips

The Guide to Pricing Best Practices is a 86 page summary of the concepts, practical insight, decision frameworks, and analytic techniques that consistently deliver winning pricing strategies. This guide provides complete, current and trusted pricing knowledge - in a format that is easy to learn and apply. Concepts are summarized from best-selling pricing books and the industry's most respected business journals:

• The Harvard Business Review
  
  
• McKinsey Quarterly Review
  
  
• The Strategy and Tactics of Pricing
  
  
• MIT Sloan Management Review
  
  
• The Journal of Product and Brand Management
  
  
• The California Management Review
  

The Guide to Pricing Best Practices delivers a unified treatment of traditional and modern pricing techniques. It clearly explains why, when and how to incorporate cost, competitive and customer perspectives into a complete assessment of the pricing opportunity. It provides situation-specific roadmaps that enable you to quickly and confidently set floor and ceiling pricing, estimate optimal pricing, and define profitable customer segmentation. Detailed examples illustrate the proper application of all concepts and techniques.

Rapidly Develop Powerful Research and Analysis

The Research and Analytics Module contains software specifically designed to implement the solution roadmaps explained in the Guide to Pricing Best Practices. These tools pinpoint forces that shape your pricing landscape and provide the hard facts needed for credible pricing decisions. Market, customer, competitive and cost factors are identified and quantified with the tools and techniques in Research and Analytics Module:

• High-Low Price Band: van Westendorp pricing meter
  
  
• High-Low Price Band: management assessment
  
  
• Economic value analysis
  
  
• Price sensitivity analysis
  
  
• Price / Volume contribution tradeoff analysis
  
  
• Competitive value benchmarking
  
  
• Value audit: survey and management assessment
  
  
• Customer value mapping and segmentation
  
  
• Financial contribution analysis
  
  
• Pocket pricing (profit waterfall) analysis
  
  

The Research module implements survey, discussion guide and scorecard techniques proven most reliable in capturing customer price and value perspectives. The Financial Analysis and Modeling module offers pre-programmed and fully tested models that make fast work of profit, cost and trade-off analysis; graphically consistent, boardroom quality diagrams and charts are automatically created. These complementary software tools simplify pricing due diligence and help you deliver informed, convincing recommendations.

Win Support and Confidence for Your Pricing Strategy

Determining the right price level and structure is just one aspect of effective pricing. Building support for the pricing strategy is often a significant barrier to successful implementation. Pricing Products and Services offers guidelines, lessons learned and objection handling techniques that help you field difficult questions, avoid common pitfalls and navigate tricky organizational issues. With practical insight and boardroom quality presentation templates, Pricing Products and Services empowers you to:

• Secure the approval and ongoing support of key stakeholders and influencers
  
  
• Craft a concise, persuasive overview of your pricing plan
  
  
• Anticipate and effectively resolve the tough questions and objections
  
  
• Set manageable, effective policies and guidelines for negotiated pricing
  
  
• Deploy best policies and practices for pricing transitions
  
  
• Avoid the 13 most common and costly pricing mistakes
  

User Testimonials - Pricing Products and Services:

“The kit organized my thinking and provided new insight that was spot-on. Solid, logical concepts. With the presentation deck included, I built a dynamite proposal that was well received by senior management.”
   Lorraine Gibbs
   Product Manager
   MetroPCW UK

The list of big name clients using your product is impressive, but to be honest, I was doubtful… could the same product used by these megacompanies be right for my 3 person company? After using (the Guide to Pricing Strategy), I’m a believer. It is simple and effective... some of the best advice I’ve gotten in a long time.”
   Kate Villareal
   KV Creations

“ A wonderful collection of pricing information... (that is) very well organized. Thank you for the good work.”
   Sanjay Mennon
   Senior Associate
   Intec Venture Partners

“The material on strategic pricing alone was worth many times the price. It set market focus for our evolving product line and helped us make tough, but on-target development and cost decisions. Great resource”
   Director of Business Development
   Fortune 100 Petrochemical Company

Your products use a credible, fact driven approach I want my portfolio companies to take in all pricing and marketing strategy development.”
   Fred Warren
   Managing Director
   Sage Investment Group

“ -- the competition had more control of our pricing than we did. The methods in the Guide to Pricing Strategy helped us find and use our pricing strengths. Profits are up... there is discipline and confidence in our pricing.”
   Senior VP Enterprise Applications
   Fortune 500 Software Company

" A professional package with sound, thorough advice.“
   Rodney Knight
   Managing Director
   Aquaknight Waste Systems

Pricing Products and Services is the most complete and effective collection of pricing strategies, tools and guidance available. Use it without risk. If you are not 100% satisfied, return it for your money back.