Details

Pricing with Confidence

Ten Rules for Increasing Profits and Staying Ahead of Inflation
2. Aufl.

von: Reed K. Holden, Jeet Mukherjee
22,99 €
Verlag:	Wiley
Format:	EPUB
Veröffentl.:	16.09.2022
ISBN/EAN:	9781119910190
Sprache:	englisch
Anzahl Seiten:	240

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Beschreibungen

Titelbeschreibung

Navigate Inflation, Keep Valuable Customers, Increase Profits As you read this, inflation is steadily and (not so) slowly eating into your profit margins. Simultaneously, your sales teams are using discounts and rebates as crutches to help them close sales, even as this habit threatens the profitability of your business. In the newly revised second edition of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation, world-renowned pricing consultants and thought leaders Reed K. Holden and Jeet Mukherjee deliver a compelling argument against the conventional view that there is a tension between revenue growth and profit growth. In the book, you’ll learn how your firm can enjoy both even as it stays ahead of inflation. The authors also explore: <ul> <li>The importance of a sound pricing strategy to protect profits</li> <li>How stellar analytics and quality metrics can help you set the perfect price</li> <li>Innovation as the life blood of organizational growth</li> <li>How to set sales team and customer expectations, keep valuable customers, and achieve value from technology</li> <li>Building your “selling backbone” to prepare for tough negotiations and draft profitable RFPs</li></ul>A can’t-miss update to one of the most valuable pricing resources on the market today, Pricing with Confidence belongs in the libraries of pricing managers, executives, founders, entrepreneurs, independent professionals, and anyone else expected to help their organization grow revenues while simultaneously improving margins.

Inhaltsverzeichnis

Preface: the Inflation Imperative ix Acknowledgments xiii Introduction: Getting Used to Supply Chain and Cost Turbulence 1 Chapter 1 Rule One: Price for Profit 19 Chapter 2 Rule Two: An Ounce of Execution Is Better Than a Pound of Strategy 39 Chapter 3 Rule Three: Kick the Discounting Habit 57 Chapter 4 Rule Four: Know Your Value 69 Chapter 5 Rule Five: Strategy Sets the Direction 89 Chapter 6 Rule Six: Innovate for Growth 117 Chapter 7 Rule Seven: Understand Your Market 131 Chapter 8 Rule Eight: Build Your Give- Gets Muscle 147 Chapter 9 Rule Nine: Build Your Selling Backbone 163 Chapter 10 Rule Ten: Deploy Three Practices to Increase Profits 179 Chapter 11 Conclusion: Price with Confidence – The Journey 197 About the Authors 211 Index 213

Autorenportrait

DR. REED K. HOLDEN (right) is Founder of Holden Advisors, consultancy to senior executives in Fortune 500 companies. Dr. Holden is co-author of the second and third editions of The Strategy and Tactics of Pricing. He is also the author of the first and second editions of Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value. JEET MUKHERJEE (left) is Vice President, Head of Pricing at Holden Advisors, and has two decades of global experience in management consulting, strategy, analytics, marketing and pricing. He holds an MBA from Boston University???s Questrom School of Business and has worked with clients in the distribution, pharmaceutical, healthcare, and technology sectors.

Back cover copy

PRAISE FOR pricing with confidence “This book does exactly what it says in its title: It enables you to price with confidence! I have found it invaluable.” —Mark James, EVP, Global Pricing “The Holden Team opened up our thinking with lessons from this book and helped us recognize that we are generally the preferred provider and should be able to command a higher price for our consulting services, because of the value we deliver. Now we rarely compete on price. And, we were able to build a long-term pricing strategy that allowed us to continue to gain and maintain market share.” —Michael McNulty, Partner Lead, GovCon Special Advisory Group, Citrin Cooperman, LLP “Amidst the lurking 2019 recession, a world hit with the COVID-19 Pandemic, and 40 year-high inflation, good pricing has gained ever more importance for companies across the globe. Reed and Jeet’s revised edition of Pricing with Confidence comes with practical insights to help businesses craft effective pricing strategies aligned with its business goals which protect margins, retain clients, and improve profits in growing businesses.” —Vishal Kumar, CEO and Entrepreneur, ACMECAST “Focusing on profitability is a key to success in volatile markets. That???s why the positioning and focus of this book is so timely and effective in helping companies stay ahead of competitors.” —Andrew Fisher, Founder and CEO, Myriad360 “As we transform our supply chain to support a higher mix of digital purchasing, companies must re-evaluate what it takes to succeed in this rapidly changing business environment. This book is timely and provides an insightful set of guidelines to win today and in the future.” —Ken Beyer, CEO, Transportation Insight