Pricing and Profitability Management A PRACTICAL GUIDE FOR BUSINESS LEADERS, John Wiley and Sons, 2011
Julie M. Meehan
Michael G. Simonetto
Larry Montan, Jr.
Christopher A. Goodin
مطالب
Chapter 1 Introduction to Pricing and Profitability
Management 1
Pricing: The Critical Lever for Raising Performance 2
Common Obstacles to Pricing and
Profitability Management 5
Understanding—and Leveraging—the Human
Side of Pricing 9
An Integrated Approach to Pricing: The
Six Core Competencies 11
Beginning the Journey: Key Questions to Ask 16
Chapter 2 Conducting a Pricing and Profitability
Diagnostic 23
The Case for a Diagnostic 24
How to Execute a Diagnostic 26
Consolidating Findings and Identifying
Opportunities to Improve Capabilities 34
Challenges and Considerations 38
Chapter 3 Developing an Effective Pricing Strategy 41
What Comprises a Successful Pricing Strategy? 41
How to Make Value Your Focus—and Why 45
Formulating a Value-Based Pricing Strategy 48
Designing and Integrating an Effective
Pricing Structure 68
vii
Identifying and Using the Principal
Pricing Archetypes 72
Critical Challenges Faced by Pricing Strategists 82
Tips for Moving Forward 85
Chapter 4 Price Execution 89
What Is Price Execution? 90
Using the Best-Practice Pricing Process Framework 91
Setting Policies to Reinforce Pricing Processes 123
Tips for Moving Forward 134
Chapter 5 Advanced Analytics and Price Setting 137
Building a Transaction-Level Data Set 138
Conducting Transactional Profitability
Assessments 140
Integrating Cluster Analyses to Segment
Customers, Products, and Services 163
Assessing the Competition: Value
Equivalency Analytics 163
Demand-Based Optimization Modeling
to Improve Price Setting 167
Tips for Moving Forward 178
Chapter 6 Achieving Effective Organizational
Alignment and Governance 183
Five Key Components for Aligning a
Pricing Organization 184
Aligning Sales to Support Pricing and
Profitability Goals 185
Identifying and Empowering Pricing Leaders 192
Designing Robust Organizational and
Governance Structures 197
Implementing Change Management and
Adoption Processes 204
Evaluating and Managing Pricing Talent 215
Making the Organizational Commitment
to Change 223
Chapter 7 Pricing Technology and Data Management 225
What Is Pricing Software? 226
The History of the Pricing Software Market 232
viii Table of Contents
Building a Business Case for Pricing Technology 238
Selecting Pricing Management Software 243
The Pricing Software Development Lifecycle 249
Future Trends in Pricing Technology 252
Pricing Technology Selection and
Implementation Recommendations 255
Chapter 8 Integrating Tax and Regulatory Policies
with the Pricing Strategy 257
The Convergence of Tax and Pricing Strategy 258
How to Integrate Pricing and Tax
Functions—and Why 262
Managing Pricing and Compliance Costs
to Maximize Returns 276
Navigating Regulatory Environments When
Making Pricing Decisions 279
Where to Go from Here? 281
Chapter 9 Pricing as a Sustainable Competitive
Advantage 285
Why Taking a Holistic Approach to Pricing Matters 285
Bringing it All Together: A Case Study 287
Emerging Trends in Pricing and
Profitability Management 294
Lessons Learned: Getting Pricing on the
Executive Agenda 298
Appendix What Is Value and Why Is It So Difficult
to Measure? 301
Index 305
Pricing and Profitability Management A PRACTICAL GUIDE FOR BUSINESS LEADERS, John Wiley and Sons, 2011
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