October 31st 2011

Pricing and Profitability Management. A practical guide for business leaders. Meehan, Simonetto, Montan & Goodin.

MADRID, SPAIN - SEPTEMBER 14:  King Juan Carlo...

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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.

 

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