Value First, Then Price: Building Value-Based Pricing Strategies

ISBN-13: 9781032012193 / Angielski / Twarda / 2021 / 272 str.

Andreas Hinterhuber; Todd C. Snelgrove

Opis

Value-based pricing—pricing a product or service according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. This innovative collection proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.

Spis treści

Part I: Introduction  1. Introduction  Part 2: Selling Value: Value Quantification Capabilities  2. Value First, Then Price: The New Paradigm of B2B Buying and Selling  3. Interview: Processes and capabilities for value quantification  4. Muddling through on Customer Value in Business Markets?  5. Interview: Nurturing value quantification capabilities in Strategic Account Managers  6. Salesforce Confidence and Proficiency: The Main Cornerstone of Effective Customer Value Management  Part III: Selling Value: Best Practices in Value Quantification  7. Value quantification: Processes and best practices to document and quantify value in B2B  8. Quantifying your value so customers are willing and able to pay for it  9. An inside-look at value quantification of competitive advantages: how industry leaders prove value to their customers  10. Value quantification for services  11. Quantifying intangible benefits: best practices to increase willingness to pay while creating longer-lasting customer relationships  12. Towards a shared understanding of value in B2B exchange: Discovering, selecting, quantifying, and sharing value  Part IV: Buying on Value: Value Quantification and B2B Purchasing  13. Value first, cost later: Total Value Contribution as a new approach to sourcing decisions  14. Interview: Selling value to purchasing  15. Using Best Value to Get the Best Bottom Line  16. Value Selling: The crucial importance of access to decision makers from the procurement perspective  17. The Sourcing Continuum to Achieve Collaboration and Value  Part V: Value Quantification and Organizational Change Management  18. Interview: Implementing value quantification in B2B  19. Interview: The ring of truth - value quantification in B2B services  Part VI: Buying and Selling on Value: Value Quantification Tools  20. A Question of Value: Customer Value Mapping versus Economic Value Modeling  21. Why start-ups should consider using value propositions  22. Creating and Sustaining Competitive Advantage Through Documented Total Cost Savings  Part VII: Epilogue  23. A call to action: value quantification in B2B buying and selling  24. Quotes and Statistics to Help you on Your Value Selling Journey  25. The Present and Future of Value Quantification