October 31st 2011
Pricing and Profitability Management. A practical guide for business leaders. Meehan, Simonetto, Montan & Goodin.
Pricing and Profitability Management. A practical guide for business leaders. Meehan, Simonetto, Montan & Goodin. 2011. ISBN 9780470825273. I chatted to Michael Simonetto a few months back while doing pricing strategy research. He sent along this recent Deloitte‘s publication and I am very glad he did. My research was already indicating the multi-layered needs in a company when looking at strategic pricing . This book carries that thought through into a very comprehensive analysis and several work plans. The case studies are very appropriate and reflect what happens in the marketplace.
Among several great quotes;
- “ Pricing strategies simply cannot, and should not, be developed without obtaining direct and meaningful input from customers.”
- “Fix the process first, than add technology,”
The authors have a good emphasis on sales execution and how that one needs to very competent in this area well before making any changes to pricing.
This is not a book for the trivial reader,yet it should be read by every CEO and the leaders of Sales, Marketing, Finance and Customer Service.
- Value-Based Pricing. Harry MacDivitt & Mike Wilinson. (regnordman.com)
- Value-Added Selling. How to sell more profitably, confidently and professionally by competing on value not price. Tom Reilly (regnordman.com)
- The Art of Pricing: How to find the hidden profits in your business. Rafi Mohammed. (regnordman.com)
- Six Steps to Creating a Profit. A guide for the small and mid-sized service-based businesses. Patricia Sigmon (regnordman.com)
- High-Profit Selling. Win the sale without compromising on price. Mark Hunter.
- Bottom-Line Selling. The sale’s professional’s guide to improving customer profits. Jack Malcolm.
- Value-Added Selling. How to sell more profitably, confidently and professionally by competing on value not price. Tom Reilly
- Does finance still set your prices? Pricing panel part 7.
- So what can a CEO, Marketer, Salesperson, or CFO do to improve your pricing? Pricing part 11