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Mastering services pricing : designing pricing that works for you and for your clients / / Kevin Doolan
| Mastering services pricing : designing pricing that works for you and for your clients / / Kevin Doolan |
| Autore | Doolan Kevin |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Harlow, England ; ; New York, United States : , : Pearson, , [2015] |
| Descrizione fisica | 1 online resource (292 pages) |
| Disciplina | 658.816 |
| Soggetto topico |
Service industries - Prices
Professional corporations Fees, Professional Customer services |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-292-06338-6 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover -- 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.
DISCOUNTS 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. THE ROLE OF PRICING IN THE ORGANISATION -- DEFINING PRICING CAPABILITY -- PRICING NEEDS A HOME -- SUMMARY -- Index. |
| Record Nr. | UNINA-9910153251103321 |
Doolan Kevin
|
||
| Harlow, England ; ; New York, United States : , : Pearson, , [2015] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Pricing with confidence [[electronic resource] ] : 10 ways to stop leaving money on the table / / Reed K. Holden, Mark R. Burton
| Pricing with confidence [[electronic resource] ] : 10 ways to stop leaving money on the table / / Reed K. Holden, Mark R. Burton |
| Autore | Holden Reed K |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2008 |
| Descrizione fisica | 1 online resource (242 p.) |
| Disciplina |
658.1554
658.8 658.8/16 658.816 |
| Altri autori (Persone) | BurtonMark R. <1965-> |
| Soggetto topico |
Pricing
Service industries - Prices |
| ISBN |
1-118-04534-3
1-119-19874-7 1-281-23749-3 9786611237493 0-470-25923-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
PRICING WITH CONFIDENCE: 10 WAYS TO STOP LEAVING MONEY ON THE TABLE; CONTENTS; ACKNOWLEDGMENTS; INTRODUCTION: WHY PRICING IS SO HARD AND WHY MOST COMPANIES MESS IT UP; Rule One: Replace the Discounting Habit with a Little Arrogance; Rule Two: Understand the Value You Offer to Your Customer; Rule Three: Apply One of Three Simple Pricing Strategies; Rule Four: Play Better Poker with Customers; Rule Five: Price to Increase Profits; Rule Six: Add New Products and Services that Give You Negotiating Flexibility and Growth; Rule Seven: Force Your Competitor to React to Your Pricing
Rule Eight: Build Your Selling BackboneRule Nine: Take Simple Steps to Move from Cost-Plus to Value-Based Pricing; Rule Ten: Price with Confidence: Remember Who You Are; INDEX |
| Record Nr. | UNINA-9910145746803321 |
|
Holden Reed K
|
||
| Hoboken, NJ, : Wiley, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Pricing with confidence : 10 ways to stop leaving money on the table / / Reed K. Holden, Mark R. Burton
| Pricing with confidence : 10 ways to stop leaving money on the table / / Reed K. Holden, Mark R. Burton |
| Autore | Holden Reed K |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | Hoboken, NJ, : Wiley, c2008 |
| Descrizione fisica | 1 online resource (242 p.) |
| Disciplina |
658.1554
658.8 658.8/16 658.816 |
| Altri autori (Persone) | BurtonMark R. <1965-> |
| Soggetto topico |
Pricing
Service industries - Prices |
| ISBN |
1-118-04534-3
1-119-19874-7 1-281-23749-3 9786611237493 0-470-25923-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
PRICING WITH CONFIDENCE: 10 WAYS TO STOP LEAVING MONEY ON THE TABLE; CONTENTS; ACKNOWLEDGMENTS; INTRODUCTION: WHY PRICING IS SO HARD AND WHY MOST COMPANIES MESS IT UP; Rule One: Replace the Discounting Habit with a Little Arrogance; Rule Two: Understand the Value You Offer to Your Customer; Rule Three: Apply One of Three Simple Pricing Strategies; Rule Four: Play Better Poker with Customers; Rule Five: Price to Increase Profits; Rule Six: Add New Products and Services that Give You Negotiating Flexibility and Growth; Rule Seven: Force Your Competitor to React to Your Pricing
Rule Eight: Build Your Selling BackboneRule Nine: Take Simple Steps to Move from Cost-Plus to Value-Based Pricing; Rule Ten: Price with Confidence: Remember Who You Are; INDEX |
| Record Nr. | UNINA-9910813532303321 |
|
Holden Reed K
|
||
| Hoboken, NJ, : Wiley, c2008 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
