11 Pricing controls and capabilities


Pricing controls and capabilities

Building pricing controls


The rate card


Analysis of current clients

Building pricing capabilities by Robert Browne

The role of pricing in the organisation

Defining pricing capability

Pricing needs a home



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. ...

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