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In the aftermath of the latest economic recession, many companies are awakening to the power of pricing. In this book, the authors offer practical advice for managers and executives who are interested in leveraging the full power of pricing to improve their own bottom lines. Far from pure theory, it gives you the tools you need to effectively manage price for your organization, regardless of the economic climate.
CEO, Belk Department Stores
The authors continue to lead the market with their comprehensive approach to improving pricing for their clients. Pricing and Profitability Management captures their practical thinking on the topic. We have seen their approach and capabilities first-hand working with our joint customers. It is a great read not only for those beginning their pricing journey but also for those who have been working on it for some time.
CEO and President, Vendavo
Pricing is a critical discipline that companies must perfect in order to consistently improve financial performance. An integrated approach like the one described in this book offers CEOs and CFOs a blueprint for ensuring that pricing remains a strategic asset for achieving business objectives. Full of insights that can only be gained from years of experience, Pricing and Profitability Management is must-read for anyone in an organization interested in maximizing the power of pricing.
President, Chief Executive Officer and Director, PROS
Pricing and Profitability Management breaks new ground in the comprehensiveness and analytical depth of its approach. This is an important book for senior decision-makers in companies who want to utilize the powerful economic and organizational forces associated with the authors' approach to pricing to significantly enhance the performance of their business.
James W. Dean, Jr.
Dean, Kenan-Flagler Business School, The University of North Carolina
Pricing and Profitability Management gives you a game plan to elevate pricing's effectiveness within your organization by clearly identifying common obstacles to improving profitability and addressing the proper strategies to overcome these obstacles. The authors' expertise across multiple geographies, industries, and organization types makes this book a must for senior managers and pricing practitioners alike.
President, The Professional Pricing Society (PPS)
Chapter 1 Introduction to Pricing and Profitability Management.
Chapter 2 Conducting a Pricing and Profitability Diagnostic.
Chapter 3 Developing an Effective Pricing Strategy.
Chapter 4 Price Execution.
Chapter 5 Advanced Analytics and Price Setting.
Chapter 6 Achieving Effective Organizational Alignment and Governance.
Chapter 7 Pricing Technology and Data Management.
Chapter 8 Integrating Tax and Regulatory Policies with the Pricing Strategy.
Chapter 9 Pricing as a Sustainable Competitive Advantage.
Appendix What Is Value and Why Is It So Difficult to Measure?