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Pricing with Confidence, 2nd Edition
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Pricing with Confidence, 2nd Edition
by Reed K. Holden, Jeet Mukherjee
Pricing with Confidence, 2nd Edition
Cover
Title Page
Copyright
Dedication
Preface
Acknowledgments
Introduction: Getting Used to Supply Chain and Cost Turbulence
CHAPTER 1: Rule One
CHAPTER 2: Rule Two
CHAPTER 3: Rule Three
CHAPTER 4: Rule Four
CHAPTER 5: Rule Five
CHAPTER 6: Rule Six
CHAPTER 7: Rule Seven
CHAPTER 8: Rule Eight
CHAPTER 9: Rule Nine
CHAPTER 10: Rule Ten
CHAPTER 11: Conclusion
About the Authors
Index
End User License Agreement
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Prev
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Title Page
Table of Contents
Cover
Title Page
Copyright
Dedication
Preface
Acknowledgments
Introduction: Getting Used to Supply Chain and Cost Turbulence
The Importance of Leadership
Building the Value-Based Pricing Team
Start with the End Goals
Understand the Capabilities Needed
Support the Value Leader
Avoid Urgency
How This Book Is Organized: Ten Rules for Increasing Revenue and Profitability
CHAPTER 1: Rule One
Price for Profit
Have a Better View of Costs
Moving to a Profit-Based Approach
Slow and Steady Wins the Race
CHAPTER 2: Rule Two
An Ounce of Execution Is Better Than a Pound of Strategy
Better Value Messages and Customer Targeting
CHAPTER 3: Rule Three
Kick the Discounting Habit
CHAPTER 4: Rule Four
Know Your Value
Customers Want to Talk About Value
How Does the Customer Obtain Financial Value from the Use of the Offering?
Customer Interviewing
CHAPTER 5: Rule Five
Strategy Sets the Direction
Choosing an Inflation-Driven Price Strategy
CHAPTER 6: Rule Six
Innovate for Growth
Innovation During Inflationary Times
The Problem with Using Price to Drive Growth
Building Pricing Leverage
CHAPTER 7: Rule Seven
Understand Your Market
CHAPTER 8: Rule Eight
Build Your Give-Gets Muscle
Correlated to Reduction in Price
Good Fences Support Good Give-Gets
CHAPTER 9: Rule Nine
Build Your Selling Backbone
Create High-Impact Value Messages and Sales Tools
CHAPTER 10: Rule Ten
Deploy Three Practices to Increase Profits
Practice One: Know Which Pricing Approach to Employ
Practice Two: Play Better Poker
Practice Three: Better Leverage Resources
CHAPTER 11: Conclusion
Price with Confidence: The Journey
About the Authors
About Holden Advisors
Index
End User License Agreement
List of Illustrations
Chapter 1
FIGURE 1.1 The Pricing Leadership Framework
Chapter 2
FIGURE 2.1 Outcome-Based Approach
FIGURE 2.2 Percent of Companies That Respond to All Customers
FIGURE 2.3 Signs of Undisciplined Discounting
Chapter 4
FIGURE 4.1 The Power of Understanding Customer Value
FIGURE 4.2 Connecting Features to Benefits to Value
FIGURE 4.3 Using Customer Value to Simplify Offerings
FIGURE 4.4 Pricing Related Capabilities Matrix
FIGURE 4.5 The Four Cardinal Pricing Orientations
Chapter 5
FIGURE 5.1 Stages in the Product Life Cycle
FIGURE 5.2 Revenue Impact of Price Changes in Different Market Conditions
FIGURE 5.3 Avoid the “Danger Zones” by Changing Price Strategy Throughout th...
Chapter 7
FIGURE 7.1 Global Price Strategy Chessboard
Chapter 8
FIGURE 8.1 Price Sensitivity
Chapter 10
FIGURE 10.1 Using Price to Control Utilization
Guide
Cover
Title Page
Copyright
Dedication
Preface
Acknowledgments
Introduction: Getting Used to Supply Chain and Cost Turbulence
Table of Contents
Begin Reading
About the Authors
Index
End User License Agreement
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