Book description
A comprehensive reference for any professional to understand the capabilities and competencies required for effective Pricing and Profitability Management. It describes each of the six competencies (Pricing Strategy, Price Execution, Advanced Analytics and Optimization, Organizational Alignment and Governance, Pricing Technology and Data Management, and Tax and Regulatory Effectiveness) in detail, and addresses how an integrated approach to Pricing improvement will build a sustainable, competitive advantage for any organization.
Table of contents
- Cover
- Title Page
- Copyright
- Dedication
- Foreword
- Acknowledgments
- Chapter 1: Introduction to Pricing and Profitability Management
- Chapter 2: Conducting a Pricing and Profitability Diagnostic
-
Chapter 3: Developing an Effective Pricing Strategy
- What Comprises a Successful Pricing Strategy?
- How to Make Value Your Focus—and Why
- Formulating a Value-Based Pricing Strategy
- Designing and Integrating an Effective Pricing Structure
- Identifying and Using the Principal Pricing Archetypes
- Critical Challenges Faced by Pricing Strategists
- Tips for Moving Forward
- Chapter 4: Price Execution
-
Chapter 5: Advanced Analytics and Price Setting
- Building a Transaction-Level Data Set
- Conducting Transactional Profitability Assessments
- Integrating Cluster Analyses to Segment Customers, Products, and Services
- Assessing the Competition: Value Equivalency Analytics
- Demand-Based Optimization Modeling to Improve Price Setting
- Tips for Moving Forward
-
Chapter 6: Achieving Effective Organizational Alignment and Governance
- Five Key Components for Aligning a Pricing Organization
- Aligning Sales to Support Pricing and Profitability Goals
- Identifying and Empowering Pricing Leaders
- Designing Robust Organizational and Governance Structures
- Implementing Change Management and Adoption Processes
- Evaluating and Managing Pricing Talent
- Making the Organizational Commitment to Change
- Chapter 7: Pricing Technology and Data Management
- Chapter 8: Integrating Tax and Regulatory Policies with the Pricing Strategy
- Chapter 9: Pricing as a Sustainable Competitive Advantage
- Appendix: What Is Value and Why Is It So Difficult to Measure?
- Index
Product information
- Title: Pricing and Profitability Management: A Practical Guide for Business Leaders
- Author(s):
- Release date: July 2011
- Publisher(s): Wiley
- ISBN: 9780470825273
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