Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value

Dick Sobel said Clear and Concise. Value Based Pricing provides an excellent opportunity to learn, evaluate and implement VBP with minimum risk and then move to more sophistication as needed going forward. By writing in a clear and concise fashion and including case histories, you have opened up the opportunity for many companies to significantly improve their businesses and profitability.Your emphasis on the selling distribution channel is spot on. Providing the sales channel with a methodology to quantify the value proposition and in your words utilize revenue generation, cost reduction and emotion. Soft, rich and excellent! Paulo Peres Come on. Buy it now!Is an excellent book to starts to think about our time. This time that we need to create, capture and delivery value. But for that, is necessary to know how to price it. Macdivitt made a seminal contribuition over the possibility to executives (and professionals in general) to price your work/service. Is an good with a soft read, fast and rich comments!. An Essential How-To for CEOs and Marketing / Sales Execs This is a very useful book about how companies can alter their approach to marketing, sales, and price-setting in order to collect for the value they create for their business-to-business customers. MacDivitt and Wilkinson have obviously thought very deeply on these topics. Value-Based Pricing is well-written, thought-provoking, and contains lots of sound advice.I especially liked their spot-on skewering of the nine dubious assumptions underpinning Cost-Plus pricing methods (the default approach to pricing at many companies). The authors then explain how to gauge wh

and international markets (United States, Russia). He has worked in a wide range of senior sales positions and has experience of fast-moving consumer goods as well as business-to-business sales.. He has run training programs for corporations in the United Kingdom, European Community, North America, and China and works regularly with growth-oriented small- and medium-sized businesses.Mike Wilkinson works worldwide with clients across a diverse

And when it comes to today’s more intangible marketssuch as consulting services or digital properties like e-books and music filesthese value-based strategies are more important than ever.So forget about your old pricing methods based on costs and competition. These are the same value-based strategies used by major companies such as Philips, Alstom, Siemens, and Virgin Mobile. By delivering these core values to your customersthrough marketing, selling, negotiation, and pricingyou can expect an increase in profits, productivity, and consumer goodwill. Once you know your own valueand how to communicate it to otherseverybody profits.. A Groundbreaking Pricing Model for the New Business LandscapeWhy would any customer choose Brand X over Brand Y, regardless of price? In a word: Value.When customers feel they are getting good value from you

About the AuthorHarry Macdivitt served as marketing director in a leading electronic controls company, with specific responsibility for strategic management, new product marketing, and development for U.K. and international markets (United States, Russia). He has run training programs for corporations in the United Kingdom, European Community, North America, and China and works regularly with growth-oriented small- and medium-sized businesses.Mike Wilkinson works worldwide with clients across a diverse range of industries and business sectors focusing on value and value selling. He has worked in a wide range of senior sales positions and has experience of fast-moving consumer goods as well as business-to-business sales.