Managing Customer Value
This book, The Art of Pricing: How to Find the Hidden Profits to Grow Your Business, is an informal account of a range of pricing strategies that takes as a starting point the realization that different “customers place different values on the same products.” It served somewhat as my first introduction to contextual pricing. If you Read More …
Pricing is more than just an issue of margin and production costs, but rather a complex set of contextually factors best defined as an outcome. In the podcast, we discussed the outcome of four contextual factors: Situation, Objectives, Perception and Capabilities. Rob Doctors,author of the book Contextual Pricing: The Death of List Price and the Read More …
In the 1990s, we were led by the process methodologies of Lean, Theory of Constraints and Six Sigma. Better, Faster, Cheaper was the mantra. The goal was to gain a disproportionate advantage by leveraging internal resources to their fullest advantage. Many of us are finding that faster, better, cheaper is not the game changer that Read More …
This week we are reviewing different pricing strategies culminating with our podcast, The Death of List Price featuring Rob Doctors, lead author of the book, Contextual Pricing: The Death of List Price and the New Market Reality. How Lucky do you feel with your pricing? As lucky as this 19 year-old did on the Price Read More …
Next week the Business901 Podcast guest is Rob Doctors, lead author of the book, Contextual Pricing: The Death of List Price and the New Market Reality. This is an area that is often under-utilized as a marketing weapon. Marketing though largely responsibly often chooses to concentrate on Innovation and Branding. Utilizing Contextual Pricing will open Read More …