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Implementing value pricing : a radical business model for professional firms / / Ronald J. Baker
| Implementing value pricing : a radical business model for professional firms / / Ronald J. Baker |
| Autore | Baker Ronald J (Ronald Joseph), <1962-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2011 |
| Descrizione fisica | 1 online resource (401 p.) |
| Disciplina |
658.8/16
658.816 |
| Collana | Wiley Advisor |
| Soggetto topico |
Pricing
Value Fairness Professional corporations - Prices |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-119-19992-1
1-283-91581-2 0-470-92957-X 0-470-92955-3 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 Value You 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 Neutral 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 Prospect 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 What, Exactly, Replaces Hourly Billing and Timesheets? |
| Record Nr. | UNINA-9910140874403321 |
Baker Ronald J (Ronald Joseph), <1962->
|
||
| Hoboken, New Jersey : , : Wiley, , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Implementing value pricing : a radical business model for professional firms / / Ronald J. Baker
| Implementing value pricing : a radical business model for professional firms / / Ronald J. Baker |
| Autore | Baker Ronald J (Ronald Joseph), <1962-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2011 |
| Descrizione fisica | 1 online resource (401 p.) |
| Disciplina |
658.8/16
658.816 |
| Collana | Wiley Advisor |
| Soggetto topico |
Pricing
Value Fairness Professional corporations - Prices |
| ISBN |
1-119-19992-1
1-283-91581-2 0-470-92957-X 0-470-92955-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
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 Value You 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 Neutral 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 Prospect 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 What, Exactly, Replaces Hourly Billing and Timesheets? |
| Record Nr. | UNINA-9910830399203321 |
|
Baker Ronald J (Ronald Joseph), <1962->
|
||
| Hoboken, New Jersey : , : Wiley, , 2011 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Soggetto topico
- Fairness (2)
- Pricing (2)
-
Professional corporations - Prices
(2)
- Value (2)