11

Pricing controls and capabilities

Building pricing controls

Utilisation

The rate card

Write-offs

Analysis of current clients

Building pricing capabilities by Robert Browne

The role of pricing in the organisation

Defining pricing capability

Pricing needs a home

Summary

BUILDING PRICING CONTROLS

When we come to implementing better pricing in service firms, paying attention to the most basic sales and delivery behaviours can have a substantial impact upon the prices that can be achieved and the profit returned. This may be due to the high human involvement in the design and delivery of services – it’s not like running a production line for physical goods where uniformity is more easily implemented. The fact is that remuneration policies ...

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