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The Pricing Journey
Innovations in pricing can be transformative, but to reach their potential companies must devote equal attention to technical and organizational capabilities. Most firms, however, only pay attention to the technical dimensions of pricing, which severely limits the success of their initiatives. To remedy this, The Pricing Journey provides an integrated guide to the organizational, social, and behavioral aspects of pricing—drawing on principles of socio-technical change. Based on extensive qualitative and quantitative research in an array of firms around the world, Stephan M. Liozu provides a practical roadmap for management teams that aim to reach a new level of pricing power. Liozu introduces the 5 C model of transformation, which relies on change, capabilities, champions, confidence, and center-led organizational design to create effective and lasting pricing strategies. Rooting his recommendations in research and practice, Liozu proposes specific capabilities to develop on the road to pricing excellence. This book prepares pricing and marketing professionals to be true strategic partners, while contributing the study of pricing transformation.
Innovation in Pricing
Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. Product or business model innovation has a high priority for many companies whereas innovation in pricing has received scant attention. This book examines how innovation in pricing can drive profits. The text examines innovation in pricing from four complementary perspectives. Innovation in Pricing Strategy illustrates how companies implement innovative pricing strategies, such as customer value-based pricing. Innovation in Pricing Tactics deals with innovative tools to measure and increase customer willingness to pay and to communicate ...
Pricing Strategy Implementation
Pricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance. Pricing strategy development requires creativity, analytical rigor, and an ability to master the internal political competition for scarce resources, but it takes place in a well-defined environment. Fast forward to strategy implementation: competitors that stubbornly fail to behave according to assumptions, new entrants, internal resistance, new opportunities, changing customer p...
Dollarizing Differentiation Value
Now is the time to answer that "value" question so well and so completely that your organization thrives. The biggest winners in the 21st century will have value-based strategies, value-based innovation, value-based marketing, and value-based pricing. Pay attention to value. Turn a daunting question of survival into a sustainable answer of success.
The ROI of Pricing
As with executives and managers in so many other business functions, pricing specialists are being challenged more and more to substantiate the added value of their activities. Pricing is a core function of every business, and needs not only to contribute positively to short- and long-term results, but also to document its impact to the bottom line. A fundamental part of this is the pricing ROI calculations. This book, edited by globally renowned thought leaders Andreas Hinterhuber and Stephan Liozu, is the first to outline contemporary theories and best practices of documenting pricing ROI. It provides proven methods, practices and theories on how to calculate the impact of pricing activiti...
Pricing and Human Capital
The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams. Pricing and Human Capital explores the specific nature of pricing human resources and focuses on how to manage pricing teams, pricing talent, pricing careers and how to organize the pricing function for success. It is dedicated to the pri...
Value Mindset
The most important factor in a successful customer value transformation is mindset. It's more important than any tool, any process, any training session, or any single financial incentive. But you can't will a positive mindset into existence. No one can snap their fingers or hypnotize a team into believing in the mission, believing in the transformation, or ultimately believing in their team and in themselves.
Pricing and the Sales Force
Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" – converting those list prices into the realized sales, and as a result, greater profitability? This is the domain of the sales force. A selection of the world’s leading specialists explore different aspects of sales force and pricing strategy integration: introduction: overview on the state of the art; building key capabilities: best practices for building sales force capabilities in pricing and value...
B2G Pricing
B2G Pricing is the 10th book by Stephan M. Liozu on the topic of pricing and customer value management. This volume focuses on the topic of business-to-government (B2G) pricing and, more specifically, on best practices for pricing differentiated, high-value, and complex offers to government procurement entities. In 22 chapters organized in four sections-pricing, value-based pricing, price-to-win, and innovation in pricing-the book combines Dr. Liozu's experience in the area of B2B pricing with his many years of experience in the B2G pricing world. It also contains valuable contributions from experts in the field who've spent decades in government contracting and pricing: Katie Ashton, CGI Dennis Berg, Shipley Associates Michele Flynn, SIREAS LLC Andreas Hinterhuber, Università Ca' Foscari Kim Kelly, Knowledge Link Alex King, Amplio Services Marsha Lindquist, Granite Leadership Strategies Michael Mansard, Zuora Scott Miller, Miller Advisors Larry Newman, Shipley Associates Michael O'Guin, Knowledge Partner Emmanuel Poidevin, e-Attestations.com Chris Street, Thales UK Kate Vitasek, University of Tennessee
Pricing--The New CEO Imperative
Pricing--The New CEO Imperative, the 11th volume by Stephan M. Liozu on the topic of pricing and customer value management, is a message from the pricing profession to the C-suite. It aims to promote pricing and encourage CEOs and C-suite executives to pay greater attention to pricing and to increase their investments in their pricing initiatives. In the context of digital transformations and a post-COVID-19 new normal, pricing is a strategic capability that no CEO should ignore-and a driver of competitive advantage and a strong profit lever. Pricing has 21 chapters organized in five sections: Pricing Lessons and Myths, Pricing Impact and Pricing Power, Pricing Testimonials, Pricing Maturity and Capabilities, and Pricing as a Force of Transformation. This book was made possible through the financial contribution of ten companies: Boston Consulting Group Deloitte Consulting LLP INSIGHT2PROFIT Manchon & Company Miller Advisors Pricefx Pros Holdings Simon Kucher & Partners Vendavo Zilliant This collection is also endorsed by the Professional Pricing Society (PPS) and the Coalition for the Advancement of Pricing (CAP). Be bold: join the pricing revolution!
