Praise for IMPLEMENTING VALUE PRICING
A Radical Business Model for Professional Firms
"Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies—everything. This is a must-have and a terrific book." —Reed K. Holden founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University www.holdenadvisors.com
"We've known through Ron Baker's earlier books that he's not just an extraordinary thinker and truly brilliant writer—he's a mover and a shaker on a mission. This is the End of Time! Brilliant." —Paul Dunn Chairman, B1G1 ® www.b1g1.com
" Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker's most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I've gained from his body of work, and the benefits to me—and to my customers—have been immediate, significant, and ongoing." —Brent Uren Principal, Valuation & Business Modeling Ernst & Young ® www.ey.com
"Ron Baker is a revolutionary. He is on a radical crusade to align the interests of service providers with those of their customers by having lawyers, accountants, and consultants charge based on the value they provide, rather than the effort it takes. Implementing Value Pricing is a manifesto that establishes a clear case for the revolution. It provides detailed guidance that includes not only strategies and tactics, but key predictive indicators for success. It is richly illustrated by the successes of firms that have embraced value-based pricing to make their services not only more cost-effective for their customers, but more profitable as well. The hallmark of a manifesto is an unyielding sense of purpose and a call to action. Let the revolution begin." —Robert G. Cross, Chairman and CEO, Revenue Analytics, Inc. Author, Revenue Management: Hard-Core Tactics for Market Domination
Practical guidance and a fresh approach for more accurate value-based pricing
Pricing Done Right 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.
Pricing 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.
The critical link between pricing and corporate strategy must be reflected in the decision making process. Pricing Done Right provides the blueprint for more accurate pricing, with expert guidance throughout the change process.
many Companies Have Developed Solid Sales Strategies - But Without Equally Good Pricing Operations, Those Strategies Alone Will Not Add A Dime To The Bottom Line.
The Goal Of Pricing Operations Is To Consistently Control Price Deviations In Transactions And Contracts Over Time And Across Customer Segments. This Goal Of Ensuring The Prices Are Not Too Low Or Too High In Different Transactions Relative To Guidelines Lends Itself Perfectly To Six Sigma. Using The Authors Breakthrough Six Sigma-based Approach, You Can Systematically Eliminate Pricing-related Revenue Leaks, Driving Higher Profits Without Alienating Customers. You Ll Learn How To Define Pricing Defects, Gather And Analyze Relevant Pricing Data, Review Pricing-agreement Processes, Identify And Control Failures, Implement Improvements, And Then Ensure Continuous, Ongoing Improvement In Price, Profits And Customer Satisfaction.
The Book Reflects The Authors Pioneering Experience Implementing Six Sigma Pricing. Whether You Re A Business Leader, Strategist, Manager, Consultant, Or Six Sigma Specialist, It Will Help You Or Your Client Recover Profits That Have Been Slipping Through The Cracks In Pricing Operations.
-learn Why Six Sigma Pricing Makes Sense
Why You Should Target Pricing Operations, And How To Do It
-identify Profit Leaks From Inefficient Pricing Operations
Why Sloppy Pricing Occurs, How To Find It, And How To Root It Out
-illuminate Your Current Pricing Processes, So You Can Improve Them
Understand Your Market-facing And Internally Focused Pricing Processes Pertaining To Product Launch And Lifecycle Price Management, Price Increases Due To Escalation In Costs Of Raw Materials, Promotions, And Discounting
-set Up Your Pricing Operations For Continuous Improvement In Line With Your Pricing And Sales Strategy
Use Six Sigma To Improve And Control Processes, Ensuring Alignment With Agreed-upon Strategy For Pricing And Sales
-create An Organization That Is Successful At Pricing
Align Different Functions And Levels Of The Company To Achieve Targeted Profits