LEADER 06952oam 2200685 450 001 9910153251103321 005 20210426174824.0 010 $a1-292-06338-6 035 $a(CKB)3710000000494973 035 $a(SSID)ssj0001552926 035 $a(PQKBManifestationID)16171966 035 $a(PQKBTitleCode)TC0001552926 035 $a(PQKBWorkID)12822933 035 $a(PQKB)11234995 035 $a(MiAaPQ)EBC5174678 035 $a(MiAaPQ)EBC5186997 035 $a(MiAaPQ)EBC5831974 035 $a(MiAaPQ)EBC5139142 035 $a(MiAaPQ)EBC6398802 035 $a(Au-PeEL)EBL5139142 035 $a(CaONFJC)MIL817968 035 $a(OCoLC)948045567 035 $aEBL7009704 035 $a(AU-PeEL)EBL7009704 035 $a(EXLCZ)993710000000494973 100 $a20210426d2015 uy 0 101 0 $aeng 135 $aurcnu|||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aMastering services pricing $edesigning pricing that works for you and for your clients /$fKevin Doolan 205 $a1st ed. 210 1$aHarlow, England ;$aNew York, United States :$cPearson,$d[2015] 210 4$d©2015 215 $a1 online resource (292 pages) 300 $aIncludes index. 311 $a1-292-06336-X 327 $aCover -- Contents -- About the author -- Publisher's acknowledgements -- Author's acknowledgements -- Preface -- Introduction -- 1 How clients buy services -- THE DATA -- ROCKET SCIENCE -- RELATIONSHIP ADVICE -- ROUTINE WORK -- THE FIVE CRITERIA -- PRICING ROCKET SCIENCE -- PRICING RELATIONSHIP ADVICE -- PRICING ROUTINE WORK -- 2 Cost-plus pricing and beyond -- COST-PLUS PRICING -- CLIENT-DRIVEN PRICING -- COMPETITION-DRIVEN PRICING (MARKET-DRIVEN) -- HOW SERVICE FIRMS COMPETE -- WHAT NEXT? -- CLIENT MESSAGING -- THE COMPETITIVE LANDSCAPE - WHAT IS YOUR MARKET POSITIONING? -- NEW SERVICE LAUNCHES - SETTING THE MARKET PRICE -- 3 Pitching for work -- PITCHING FOR ROCKET SCIENCE -- PITCHING FOR RELATIONSHIP ADVICE -- THE LINK BETWEEN CHEMISTRY, LIKEABILITY AND PRICE -- PITCHING FOR ROUTINE WORK -- RETENDERS -- POST-PITCH NEGOTIATION ON PRICE -- THE TACTICS OF PITCHING -- 4 Negotiating price -- PRICE AND SCOPE ARE LINKED -- A SMALL REDUCTION -- MAJOR REDUCTIONS -- CLIENTS ON HISTORICALLY LOW RATES -- DEALING WITH PROCUREMENT -- JUST HOW STRONG IS YOUR RELATIONSHIP? -- NEGOTIATING WITH PROCUREMENT -- NEGOTIATIONS AND ROUTINE WORK -- 5 The pricing lever -- STRATEGY 1 - INCREASE YOUR PRICES -- STRATEGY 2 - WORK HARDER -- STRATEGY 3 - WORK SMARTER, NOT HARDER -- STRATEGY 4 - CUT OVERHEADS, REDUCE THE COST BASE -- STRATEGY 5 - CUT PRICES, WIN MORE WORK -- 6 Alternative fees -- OPTION 1 - FIXED FEES -- OPTION 2 - PROJECT-BASED COSTING -- OPTION 3 - BLENDED RATES -- OPTION 4 - CAPPED FEES -- OPTION 5 - ANNUAL RETAINERS -- OPTION 6 - CONTINGENT FEES -- OPTION 7 - SUCCESS-BASED FEES -- OPTION 8 - DISCOUNTED HOURLY RATES -- THE CONFIDENT PARTNER -- 7 Pricing tactics -- FREE, NOT CHEAP -- SHOW THE PRICE OF ADDED VALUE -- GIVE THE CLIENT OPTIONS -- DEALING WITH LOWBALLING -- SUPPORTING A CLIENT IN DISTRESS -- THE ULTIMATUM -- PEDESTAL SELLING. 327 $aDISCOUNTS FOR VOLUME -- ANNUAL PRICE RISES -- HAVING LOWER COST OPTIONS -- TEAM STRUCTURE -- BE IN THE PACK -- MARKET INTELLIGENCE -- TROPHY CLIENTS -- NEGOTIATE WITH THE TOUGHEST CLIENTS AT THE RIGHT TIME -- DIFFERENTIAL PARTNER RATES -- DELIVER WHAT WAS ACTUALLY PAID FOR -- SHOW THE DISCOUNT -- LOWER RATE DOES NOT EQUAL LESS SPEND -- ACT FOR CLIENTS THAT YOU LIKE (NOT THE BULLIES) -- FROM TACTICS TO STRATEGY -- 8 Drivers of value -- TYPICAL STARTING POINT -- CREATING DIFFERENT SERVICES - PART 1: BEST EVER SERVICE -- CREATING DIFFERENT SERVICES - PART 2: LOWEST COST -- CREATING DIFFERENT VERSIONS -- PRICE DISCRIMINATION -- CREATING DIFFERENT SERVICES - STATISTICS AND DATA -- USING EXISTING CLIENTS AS YOUR DIFFERENTIATOR -- MOVING FROM COSTS INCURRED TO VALUE DELIVERED -- THE PERFECT SOLUTION - START WITH VALUE -- VALUE PRICING BY WORK TYPE -- THE BIG QUESTION: DOES VALUE PRICING MEAN THE END OF CHARGING BY TIME? -- 9 Learning from industry -- PRICING ACROSS THE LIFETIME OF A PRODUCT -- PENETRATION PRICING -- LEARNING FROM AIRLINES -- ADD-ONS AND AFTERCARE - DOUBLE THE PROFIT -- UNEXPECTED EXTRA COSTS AND PENALTIES -- INSURERS AND THE POOL -- PRICE MATCHING PROMISES TO (ACCIDENTALLY) STOP COMPETITION -- POWER BY THE HOUR - CHANGING THE SUPPLY DYNAMIC -- 10 Saving clients money -- THE PRICING DILEMMA -- KEY PERFORMANCE INDICATORS EXERCISE -- SPEND REDUCTION PROJECTS -- TARGETED REDUCTIONS -- CONSOLIDATION AND ITS DANGERS -- CREATING AND SHARING SAVINGS -- HIDDEN RESOURCES AND HOW TO USE THEM -- ROCKET SCIENCE -- ROUTINE WORK -- WHEN TO SAY NO -- CLIENTS WHO ALWAYS WANT TO SAVE MONEY -- FINALLY - WHEN DID YOU LAST SAVE A CLIENT MONEY? -- 11 Pricing controls and capabilities -- BUILDING PRICING CONTROLS -- UTILISATION -- THE RATE CARD -- WRITE-OFFS -- ANALYSIS OF CURRENT CLIENTS -- BUILDING PRICING CAPABILITIES BY ROBERT BROWNE. 327 $aTHE ROLE OF PRICING IN THE ORGANISATION -- DEFINING PRICING CAPABILITY -- PRICING NEEDS A HOME -- SUMMARY -- Index. 330 $aThe definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price they are happy to pay.   As traditional manufacturing companies move to service provision, how should they price their services? What pricing model should they develop and what buyer behaviour model should they nurture? What will happen if you get your services offering right, but your pricing model wrong?     Mastering Services Pricing shows you how to create pricing that allows you to deliver maximum profit and high client satisfaction.   · Learn that the 'cost plus' model won't work for service provision · Understand how your competitors will use pricing to gain market share, create growth and tie in existing customers · Recognise that Product pricing is coercive, services pricing is collaborative · Understand that services pricing includes lots of 'frees' · Understand market positioning and how this affects your price and how you can communicate this to clients · Discover how to maximise profit and client satisfaction · Be confident in your pricing strategy by having a sound basis for your decision making. 606 $aService industries$xPrices 606 $aProfessional corporations 606 $aFees, Professional 606 $aCustomer services 608 $aElectronic books. 615 0$aService industries$xPrices. 615 0$aProfessional corporations. 615 0$aFees, Professional. 615 0$aCustomer services. 676 $a658.816 700 $aDoolan$b Kevin$01234378 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bUtOrBLW 906 $aBOOK 912 $a9910153251103321 996 $aMastering services pricing$92867320 997 $aUNINA LEADER 02566nam 22005894 450 001 9910265238303321 005 20240424230454.0 010 $a9780822377238 010 $a0822377233 035 $a(CKB)2550000001305876 035 $a(EBL)1691223 035 $a(SSID)ssj0001107643 035 $a(PQKBManifestationID)11701258 035 $a(PQKBTitleCode)TC0001107643 035 $a(PQKBWorkID)11085533 035 $a(PQKB)10870208 035 $a(MiAaPQ)EBC1691223 035 $a(OCoLC)867051385 035 $a867051385 035 $a(oapen)https://directory.doabooks.org/handle/20.500.12854/31890 035 $a(Perlego)1467345 035 $a(oapen)doab31890 035 $a(EXLCZ)992550000001305876 100 $a20140102d2013 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 00$aTango lessons $emovement, sound, image, and text in contemporary practice /$fMarilyn G. Miller, ed 210 $aDurham, NC$cDuke University Press$d2014 210 1$aDurham :$cDuke University Press,$d2013. 215 $a1 online resource (293 p.) 300 $aDescription based upon print version of record. 311 08$a0-8223-5566-3 311 08$a0-8223-5549-3 320 $aIncludes bibliographical references and index. 327 $aLunfardo in tango : a way of speaking that defines a way of being / Oscar Conde -- Borges, tango, and milonga / Alejandro Susti -- Picturing tango / Marilyn G. Miller -- Tango, politics, and the musical of exile / Antonio Go?mez -- The return of the tango in documentary film / Fernando Rosenberg -- "Manejame como un auto" : Drive me like a car, or What's so new about tango nuevo? / Carolyn Merritt -- Contemporary tango and the cultural politics of mu?sica popular / Morgan James Luker -- Gotan Project's tango project / Esteban Buch. 330 $aTango Lessons is an interdisciplinary collection of essays examining the many varied perspectives that tango provides on Argentina's social, cultural, and intellectual history from the late nineteenth century to the early twenty-first. 606 $aTango (Dance)$xSocial aspects$xHistory 606 $aTangos$xHistory and criticism 615 0$aTango (Dance)$xSocial aspects$xHistory. 615 0$aTangos$xHistory and criticism. 676 $a793.3/3 676 $a793.33 701 $aMiller$b Marilyn Grace$f1961-$0953935 801 0$bNDD 801 1$bNDD 906 $aBOOK 912 $a9910265238303321 996 $aTango lessons$92189862 997 $aUNINA