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Pricing and Profitability Management: A Practical Guide for Business Leaders

Book Description

A comprehensive reference for any professional to understand the capabilities and competencies required for effective Pricing and Profitability Management. It describes each of the six competencies (Pricing Strategy, Price Execution, Advanced Analytics and Optimization, Organizational Alignment and Governance, Pricing Technology and Data Management, and Tax and Regulatory Effectiveness) in detail, and addresses how an integrated approach to Pricing improvement will build a sustainable, competitive advantage for any organization.

Table of Contents

  1. Cover
  2. Title Page
  3. Copyright
  4. Dedication
  5. Foreword
  6. Acknowledgments
  7. Chapter 1: Introduction to Pricing and Profitability Management
    1. Pricing: The Critical Lever for Raising Performance
    2. Common Obstacles to Pricing and Profitability Management
    3. Understanding—and Leveraging—the Human Side of Pricing
    4. An Integrated Approach to Pricing: The Six Core Competencies
    5. Beginning the Journey: Key Questions to Ask
  8. Chapter 2: Conducting a Pricing and Profitability Diagnostic
    1. The Case for a Diagnostic
    2. How to Execute a Diagnostic
    3. Consolidating Findings and Identifying Opportunities to Improve Capabilities
    4. Challenges and Considerations
  9. Chapter 3: Developing an Effective Pricing Strategy
    1. What Comprises a Successful Pricing Strategy?
    2. How to Make Value Your Focus—and Why
    3. Formulating a Value-Based Pricing Strategy
    4. Designing and Integrating an Effective Pricing Structure
    5. Identifying and Using the Principal Pricing Archetypes
    6. Critical Challenges Faced by Pricing Strategists
    7. Tips for Moving Forward
  10. Chapter 4: Price Execution
    1. What Is Price Execution?
    2. Using the Best-Practice Pricing Process Framework
    3. Setting Policies to Reinforce Pricing Processes
    4. Tips for Moving Forward
  11. Chapter 5: Advanced Analytics and Price Setting
    1. Building a Transaction-Level Data Set
    2. Conducting Transactional Profitability Assessments
    3. Integrating Cluster Analyses to Segment Customers, Products, and Services
    4. Assessing the Competition: Value Equivalency Analytics
    5. Demand-Based Optimization Modeling to Improve Price Setting
    6. Tips for Moving Forward
  12. Chapter 6: Achieving Effective Organizational Alignment and Governance
    1. Five Key Components for Aligning a Pricing Organization
    2. Aligning Sales to Support Pricing and Profitability Goals
    3. Identifying and Empowering Pricing Leaders
    4. Designing Robust Organizational and Governance Structures
    5. Implementing Change Management and Adoption Processes
    6. Evaluating and Managing Pricing Talent
    7. Making the Organizational Commitment to Change
  13. Chapter 7: Pricing Technology and Data Management
    1. What Is Pricing Software?
    2. The History of the Pricing Software Market
    3. Building a Business Case for Pricing Technology
    4. Selecting Pricing Management Software
    5. The Pricing Software Development Lifecycle
    6. Future Trends in Pricing Technology
    7. Pricing Technology Selection and Implementation Recommendations
  14. Chapter 8: Integrating Tax and Regulatory Policies with the Pricing Strategy
    1. The Convergence of Tax and Pricing Strategy
    2. How to Integrate Pricing and Tax Functions—and Why
    3. Managing Pricing and Compliance Costs to Maximize Returns
    4. Navigating Regulatory Environments When Making Pricing Decisions
    5. Where to Go from Here?
  15. Chapter 9: Pricing as a Sustainable Competitive Advantage
    1. Why Taking a Holistic Approach to Pricing Matters
    2. Bringing it All Together: A Case Study
    3. Emerging Trends in Pricing and Profitability Management
    4. Lessons Learned: Getting Pricing on the Executive Agenda
  16. Appendix: What Is Value and Why Is It So Difficult to Measure?
  17. Index