05516nam 2200745 450 991014087440332120170809174205.01-119-19992-11-283-91581-20-470-92957-X0-470-92955-3(CKB)2670000000060227(EBL)699159(OCoLC)742333265(SSID)ssj0000470225(PQKBManifestationID)12174134(PQKBTitleCode)TC0000470225(PQKBWorkID)10412431(PQKB)11176123(MiAaPQ)EBC699159(WaSeSS)IndRDA00116763(CaSebORM)9780470929575(EXLCZ)99267000000006022720160808h20112011 uy 0engur|n|---|||||txtccrImplementing value pricing a radical business model for professional firms /Ronald J. Baker1st editionHoboken, New Jersey :Wiley,2011.©20111 online resource (401 p.)Wiley Advisor"With Website"--Cover.0-470-58461-0 Includes bibliographical references and index.Implementing Value Pricing: A Radical Business Model for Professional Firms; Contents; Foreword; Preface; About This Book; About the Web Site; About the Words Used in This Book; Acknowledgments; About the Author; PART I: A Radical Business Model; CHAPTER 1: The Firm of the Past; CHAPTER 2: The Firm of the Future; The Business Model of the Firm of the Future; Revenue Is Vanity-Profit Is Sanity; Businesses Have Prices, Not Hourly Rates; Why Intellectual Capital Is the Chief Source of Wealth; Negative Intellectual Capital; Why Effectiveness Trumps Efficiency; What, Exactly, Is Productivity?There's No Such Thing as Generic "Efficiency"Where Do Profits Come From?; If Only I Knew Then What I Know Now; Summary and Conclusions; PART II: Foundations of Creating Value; CHAPTER 3: Why Are We in Business?; The Economist's Definition of Profit; The Marketing Concept and Total Quality Service; Summary and Conclusions; CHAPTER 4: A Tale of Two Theories; The Labor Theory of Value; Karl Marx, False Prophet; The Marginalist Revolution of 1871; Why Are Diamonds More Expensive Than Water?; Wrong Theory, Suboptimal Results; CHAPTER 5: Four Ps and Five Cs; The Five Cs of ValueYou Are What You ChargeCHAPTER 6: What People Buy; The Dynamics of Customer Expectations; CHAPTER 7: How People Buy; Relative, Not Absolute, Price Matters; Price Psychology; Search, Experience, and Credence Attributes; Understanding Customer Risk; The Four Ways to Spend Mone; CHAPTER 8: Your Firm's Value Proposition; Moments of Truth; What Is Beyond Total Quality Service?; CHAPTER 9: The Consumer Surplus and Price Discrimination; Price Elasticity; Consumer Surplus; Price Discrimination; Requirements to Price Discriminate; CHAPTER 10: Macro Pricing Strategies; Skim Pricing; Penetration PricingNeutral PricingTwo More Curves for Value; Implications of the Curve; CHAPTER 11: Price the Customer, Not the Service; Ten Factors of Price Sensitivity; CHAPTER 12: There Is No Such Thing as a Commodity; The Perils of Benchmarking; Purging the Commodity Word; CHAPTER 13: Baker's Law: Bad Customers Drive Out Good Customers; Customer Grading Criteria; The Adaptive Capacity Model; Firing Customers; The Forced Churn; CHAPTER 14: Value Pricing and Self-Esteem; There Is No Standard Price for Intellectual Capital; CHAPTER 15: Ethics, Fairness, and Value Pricing; The Morality of Price DiscriminationProspect TheoryIs Hourly Billing Ethical?; PART III: The Genesis and Consequences of Hourly Billing and Timesheets; CHAPTER 16: A Brief History of Hourly Billing and Timesheets; The Father of the Billable Hour and Timesheet-in the Legal Profession; Summary and Conclusions; CHAPTER 17: The Deleterious Effects of Hourly Billing; The Advantages of Hourly Billing; What about the Customer?; The Disadvantages of Hourly Billing; Summary and Conclusions; PART IV: What Replaces Hourly Billing and Timesheets; CHAPTER 18: Why Carthage Must Be DestroyedWhat, Exactly, Replaces Hourly Billing and Timesheets?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 extrWiley advisor.PricingValueFairnessProfessional corporationsPricesElectronic books.Pricing.Value.Fairness.Professional corporationsPrices.658.8/16658.816Baker Ronald J(Ronald Joseph),1962-895740MiAaPQMiAaPQMiAaPQBOOK9910140874403321Implementing value pricing2170822UNINA