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