LEADER 05516nam 2200745 450 001 9910140874403321 005 20170809174205.0 010 $a1-119-19992-1 010 $a1-283-91581-2 010 $a0-470-92957-X 010 $a0-470-92955-3 035 $a(CKB)2670000000060227 035 $a(EBL)699159 035 $a(OCoLC)742333265 035 $a(SSID)ssj0000470225 035 $a(PQKBManifestationID)12174134 035 $a(PQKBTitleCode)TC0000470225 035 $a(PQKBWorkID)10412431 035 $a(PQKB)11176123 035 $a(MiAaPQ)EBC699159 035 $a(WaSeSS)IndRDA00116763 035 $a(CaSebORM)9780470929575 035 $a(EXLCZ)992670000000060227 100 $a20160808h20112011 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aImplementing value pricing $ea radical business model for professional firms /$fRonald J. Baker 205 $a1st edition 210 1$aHoboken, New Jersey :$cWiley,$d2011. 210 4$dİ2011 215 $a1 online resource (401 p.) 225 1 $aWiley Advisor 300 $a"With Website"--Cover. 311 $a0-470-58461-0 320 $aIncludes bibliographical references and index. 327 $aImplementing 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? 327 $aThere'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 Value 327 $aYou 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 Pricing 327 $aNeutral 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 Discrimination 327 $aProspect 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 Destroyed 327 $aWhat, Exactly, Replaces Hourly Billing and Timesheets? 330 $aPraise for Implementing Value Pricing: A Radical Business Model for Professional Firms ""Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies-everything. This is a must-have and a terrific book.""-Reed K. Holden, founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University www.holdenadvisors.com ""We've known through Ron Baker's earlier books that he's not just an extr 410 0$aWiley advisor. 606 $aPricing 606 $aValue 606 $aFairness 606 $aProfessional corporations$xPrices 608 $aElectronic books. 615 0$aPricing. 615 0$aValue. 615 0$aFairness. 615 0$aProfessional corporations$xPrices. 676 $a658.8/16 676 $a658.816 700 $aBaker$b Ronald J$g(Ronald Joseph),$f1962-$0895740 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910140874403321 996 $aImplementing value pricing$92170822 997 $aUNINA