Value Pricing

Article archives from the Pricing Pricing Society

The 2022 Imperative: The Focus on Customer Value

The purpose of this paper is to provide more information about what customer value means, how it is materialized in pricing and selling processes, and how buyers perceive value and manage it versus price. Customer value is now the number one imperative for all organizations as they build the plans for their next five to ten years, as the author explains.

Fighting “Greedflation” with Value-Based Pricing

Virtually every type of business is feeling the effect of current inflation levels and are being forced to raise prices in order to continue operating profitably. Although most customers understand the current economic pressures and see that prices are increasing everywhere, where things can get messy is in the “how” and “how much” behind these increases. In this article, the author provides best practices for avoiding the appearance of “greedflation.”

By |2022-11-07T23:35:07+00:00July 31, 2022|Inflation Pricing, Pricing Articles, Value Pricing|0 Comments

Boosting Confidence in your Value Models Through the Validation Process

In this article, the author presents a detailed process for developing compelling quantified value propositions. Stephan M. Liozu, PhD (, is the Founder of Value Innoruption Advisors, a consulting boutique specialized in value-based pricing, industrial pricing, digital and subscription-based pricing.

Value Pricing in the Gross Profit Margin Trap

GP% (Gross Profit Margin) is used broadly for pricing decisions across many organizations, namely those which transition from a legacy in cost-based pricing towards a more value-based pricing approach. However, GP% is not an appropriate measure for price setting. Employing GP% in value pricing is just one of many examples where an overly simplistic compromise is often made, sometimes putting a business into bedlam, as the author explains.

By |2022-03-24T19:29:17+00:00July 31, 2021|Pricing Articles, Value Pricing|0 Comments

Excerpt from “Selecting a Strategy for Market Leadership”

On the most basic level, businesses need to meet their customers’ needs by delivering products and services that are considered worthy of the price paid. In each industry, there will be several competitors trying to compete for the customer dollar. The size of your business matters much less than having a sound strategy. This article is an excerpt from the author’s recent eBook “Selecting a Strategy for Market Leadership.”

By |2022-04-07T18:24:48+00:00February 28, 2021|Pricing Articles, Pricing Strategy, Value Pricing|0 Comments

The Value Coach’s Playbook 1.1: Midfielders. Prepare to Quantify Value – Frame the Discussion

The need for coaching applies across all sports and virtually all collaborative pursuits. Great coaches prepare their team mentally and physically and help business teams achieve commercial excellence. Coaches understand the game, and most coaches are experienced players. Value management and value selling are collaborative business pursuits where good coaching helps business teams win, as the author explains.

By |2022-04-12T20:31:55+00:00April 30, 2020|Pricing Articles, Value Pricing|0 Comments
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