{"product_id":"pricing-done-right-isbn-9781119183198","title":"Pricing Done Right","description":"\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 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. \u003c\/p\u003e\u003cul\u003e \u003cli\u003eIdentify the right questions for pricing analyses\u003c\/li\u003e \u003cli\u003eImprove your pricing strategy and decision making process\u003c\/li\u003e \u003cli\u003eUnderstand roles, accountability, and value-based pricing\u003c\/li\u003e \u003cli\u003eRestructure perspectives to help pricing reflect your organization's goals\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe critical link between pricing and corporate strategy must be reflected in the decision making process. \u003ci\u003ePricing Done Right\u003c\/i\u003e provides the blueprint for more accurate pricing, with expert guidance throughout the change process. \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  \u003cp\u003e\u003cb\u003eTIM J. SMITH, P\u003csmall\u003eH\u003c\/small\u003eD,\u003c\/b\u003e 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.    \u003c\/p\u003e\u003cp\u003eIf you're frustrated by how products get priced at your company, chances are your price management process lacks connectivity and informed input on a broad level. You need to upgrade your procedures so pricing decisions aren't continually made by the CEO arbitrating between department heads. \u003ci\u003ePricing Done Right\u003c\/i\u003e shows you how the world's most profitable companies have optimized their pricing processes with the value-based pricing framework detailed inside.  \u003c\/p\u003e\u003cp\u003eFrom the industry-influencing author of \u003ci\u003ePricing Strategy\u003c\/i\u003e, this value-based approach to pricing rewrites the rules on what is possible when an organization gets serious about ensuring that its pricing is accurate and continually reflects its corporate goals. Based on industry-proven best practices and supported by academic literature, the methodology provides solutions to key issues challenging today's executives and managers, including identifying what decisions need to be managed, how to manage those decisions, and all the ways different decisions relate to each other. The end result of this robust and easy-to-use framework is a solid pricing organization within your company that can reveal the relationships between pricing decisions, including how they affect each other and the pros and cons of possible outcomes. This complete guide not only takes you through developing a value-based pricing system but also offers support for transitioning your organization with:  \u003c\/p\u003e\u003cul\u003e \u003cli\u003eFirsthand insight into the practical challenges and benefits of the framework from thorough examinations into the practices of leading senior executives\u003c\/li\u003e \u003cli\u003ePrivileged access to real-world case studies from such companies as Southwest Airlines, Piaggio SpA, and Unisource Worldwide\u003c\/li\u003e \u003cli\u003eOne-on-one interviews on pricing done right with the director of corporate pricing at Eastman Chemical Company and the global pricing leader at GE Oil \u0026amp; Gas Subsea Systems\u003c\/li\u003e \u003c\/ul\u003e  \u003cp\u003eWhether you work for a large corporation with many complexities and decision makers or a startup that needs to get it right the first time, \u003ci\u003ePricing Done Right\u003c\/i\u003e is the blueprint for pricing like the best in the business.   \u003c\/p\u003e\u003cp\u003eIf you're frustrated by how products get priced at your company, chances are your price management process lacks connectivity and informed input on a broad level. You need to upgrade your procedures so pricing decisions aren't continually made by the CEO arbitrating between department heads. Pricing Done Right shows you how the world's most profitable companies have optimized their pricing processes with the value-based pricing framework detailed inside. \u003c\/p\u003e\u003cp\u003eFrom the industry-influencing author of Pricing Strategy, this value-based approach to pricing rewrites the rules on what is possible when an organization gets serious about ensuring that its pricing is accurate and continually reflects its corporate goals. Based on industry-proven best practices and supported by academic literature, the methodology provides solutions to key issues challenging today's executives and managers, including identifying what decisions need to be managed, how to manage those decisions, and all the ways different decisions relate to each other. The end result of this robust and easy-to-use framework is a solid pricing organization within your company that can reveal the relationships between pricing decisions, including how they affect each other and the pros and cons of possible outcomes. This complete guide not only takes you through developing a value-based pricing system but also offers support for transitioning your organization with: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eFirsthand insight into the practical challenges and benefits of the framework from thorough examinations into the practices of leading senior executives\u003c\/li\u003e \u003cli\u003ePrivileged access to real-world case studies from such companies as Southwest Airlines, Piaggio SpA, and Unisource Worldwide\u003c\/li\u003e \u003cli\u003eOne-on-one interviews on pricing done right with the director of corporate pricing at Eastman Chemical Company and the global pricing leader at GE Oil \u0026amp; Gas Subsea Systems\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eWhether you work for a large corporation with many complexities and decision makers or a startup that needs to get it right the first time, Pricing Done Right is the blueprint for pricing like the best in the business.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989847621861,"sku":"NP9781119183198","price":68.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119183198.jpg?v=1761785658","url":"https:\/\/k12savings.com\/es\/products\/pricing-done-right-isbn-9781119183198","provider":"K12savings","version":"1.0","type":"link"}