Mastering services pricing : designing pricing that works for you and for your clients /

The definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price they are happy to pay. As traditional manufacturing companies move to service provision, what pricing model should they develop and what buyer behaviour...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Doolan, Kevin (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Harlow, England ; New York : Pearson, 2015.
Temas:
Professional corporations.
Fees, Professional.
Customer services.
Service industries > Prices.
Sociétés civiles professionnelles.
Honoraires.
Service à la clientèle.
Services (Industrie) > Prix.
fiefs.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Cover
  • Contents
  • About the author
  • Publisher's acknowledgements
  • Author's acknowledgements
  • Preface
  • Introduction
  • 1 How clients buy services
  • THE DATA
  • ROCKET SCIENCE
  • RELATIONSHIP ADVICE
  • ROUTINE WORK
  • THE FIVE CRITERIA
  • PRICING ROCKET SCIENCE
  • PRICING RELATIONSHIP ADVICE
  • PRICING ROUTINE WORK
  • 2 Cost-plus pricing and beyond
  • COST-PLUS PRICING
  • CLIENT-DRIVEN PRICING
  • COMPETITION-DRIVEN PRICING (MARKET-DRIVEN)
  • HOW SERVICE FIRMS COMPETE
  • WHAT NEXT?
  • CLIENT MESSAGING
  • THE COMPETITIVE LANDSCAPE
  • WHAT IS YOUR MARKET POSITIONING?
  • NEW SERVICE LAUNCHES
  • SETTING THE MARKET PRICE
  • 3 Pitching for work
  • PITCHING FOR ROCKET SCIENCE
  • PITCHING FOR RELATIONSHIP ADVICE
  • THE LINK BETWEEN CHEMISTRY, LIKEABILITY AND PRICE
  • PITCHING FOR ROUTINE WORK
  • RETENDERS
  • POST-PITCH NEGOTIATION ON PRICE
  • THE TACTICS OF PITCHING
  • 4 Negotiating price
  • PRICE AND SCOPE ARE LINKED
  • A SMALL REDUCTION
  • MAJOR REDUCTIONS
  • CLIENTS ON HISTORICALLY LOW RATES
  • DEALING WITH PROCUREMENT
  • JUST HOW STRONG IS YOUR RELATIONSHIP?
  • NEGOTIATING WITH PROCUREMENT
  • NEGOTIATIONS AND ROUTINE WORK
  • 5 The pricing lever
  • STRATEGY 1
  • INCREASE YOUR PRICES
  • STRATEGY 2
  • WORK HARDER
  • STRATEGY 3
  • WORK SMARTER, NOT HARDER
  • STRATEGY 4
  • CUT OVERHEADS, REDUCE THE COST BASE
  • STRATEGY 5
  • CUT PRICES, WIN MORE WORK
  • 6 Alternative fees
  • OPTION 1
  • FIXED FEES
  • OPTION 2
  • PROJECT-BASED COSTING
  • OPTION 3
  • BLENDED RATES
  • OPTION 4
  • CAPPED FEES
  • OPTION 5
  • ANNUAL RETAINERS
  • OPTION 6
  • CONTINGENT FEES
  • OPTION 7
  • SUCCESS-BASED FEES
  • OPTION 8
  • DISCOUNTED HOURLY RATES
  • THE CONFIDENT PARTNER
  • 7 Pricing tactics
  • FREE, NOT CHEAP
  • SHOW THE PRICE OF ADDED VALUE
  • GIVE THE CLIENT OPTIONS
  • DEALING WITH LOWBALLING
  • SUPPORTING A CLIENT IN DISTRESS
  • THE ULTIMATUM
  • PEDESTAL SELLING
  • DISCOUNTS FOR VOLUME
  • ANNUAL PRICE RISES
  • HAVING LOWER COST OPTIONS
  • TEAM STRUCTURE
  • BE IN THE PACK
  • MARKET INTELLIGENCE
  • TROPHY CLIENTS
  • NEGOTIATE WITH THE TOUGHEST CLIENTS AT THE RIGHT TIME
  • DIFFERENTIAL PARTNER RATES
  • DELIVER WHAT WAS ACTUALLY PAID FOR
  • SHOW THE DISCOUNT
  • LOWER RATE DOES NOT EQUAL LESS SPEND
  • ACT FOR CLIENTS THAT YOU LIKE (NOT THE BULLIES)
  • FROM TACTICS TO STRATEGY
  • 8 Drivers of value
  • TYPICAL STARTING POINT
  • CREATING DIFFERENT SERVICES
  • PART 1: BEST EVER SERVICE
  • CREATING DIFFERENT SERVICES
  • PART 2: LOWEST COST
  • CREATING DIFFERENT VERSIONS
  • PRICE DISCRIMINATION
  • CREATING DIFFERENT SERVICES
  • STATISTICS AND DATA
  • USING EXISTING CLIENTS AS YOUR DIFFERENTIATOR
  • MOVING FROM COSTS INCURRED TO VALUE DELIVERED
  • THE PERFECT SOLUTION
  • START WITH VALUE
  • VALUE PRICING BY WORK TYPE
  • THE BIG QUESTION: DOES VALUE PRICING MEAN THE END OF CHARGING BY TIME?
  • 9 Learning from industry
  • PRICING ACROSS THE LIFETIME OF A PRODUCT
  • PENETRATION PRICING
  • LEARNING FROM AIRLINES
  • ADD-ONS AND AFTERCARE
  • DOUBLE THE PROFIT

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