Trust and Pricing
Do your customers trust you? How do you find out? If they don’t, how do you build that trust and understand what your customers expect from you? In this article, the author outlines clear steps you can take to develop your customers’ trust in both your organization and your pricing.
Pricing New Digital Products Amidst Uncertainty
Pricing a new product is complex and pricing a new offer during the COVID-19 outbreak is even harder, especially as market research may not be accessible or reliable. In this article, the author outlines the possible challenges that may develop when conducting research for a new digital product during this time period, potential solutions to address and minimize these research challenges, and pertinent feedback from the front-line respondent recruiters and market research panel companies who are conducting research during the COVID-19 crisis.
Surviving the Resurgent COVID-19 Crisis
The COVID-19 crisis is likely to confront companies with several rounds of devastating economic impacts until a vaccine becomes widely available. What “vaccine” can a company take to steel itself against these impacts? Commercial agility – a rare combination of capabilities – is what will separate the winners from the rest as the pandemic persists, as the authors explain.
PPS December 2019 Survey of Today’s Pricing Professional
The Professional Pricing Society’s December 2019 survey of pricing professionals received 798 responses from a cross section of industries across the globe. PPS conducts surveys with the hope that this information provides a good synopsis of where pricing stands as a career option and how the profession has grown over the past year while also providing a good demonstration of pricing’s status in the business world.
Ten Things that Could Derail Your Pricing Programs and What to Do About Them
In this article, the author outlines ten common reasons that strategic pricing projects get off track and what pricers can do to anticipate and prepare for the possible scenarios.
The Philosophy of Price
From ancient times through today, philosophers have contributed valuable insights on pricing. Astute pricers should keep their eyes wide open. Pricing is not a narrow discipline. It benefits from deep, almost philosophical thinking and understanding, as the author explains.
Defensive Pricing: Are You Ready for this Unpleasant Necessity?
Don’t see an immediate need for defensive pricing? Demand is good, and competitors are behaving reasonably? But what if the economy should experience a material downturn? This article describes the pricing logic and capabilities which can protect a business and its pricing from competitor attack.
Pricing and New Product Development
Decision makers need a clear roadmap for integrating pricing into the New Product Development (NPD) process. This paper provides a roadmap for how best to integrate pricing in the new product development process, including timing of execution and methodologies and resources to deploy.
Method to Determine the Income Forecast for the Sustainability of the Profit Margin, the IFSPM Method
In this article, the author presents a methodology for accurately projecting sales budgets. Specifically, the methodology presents a series of five equations that can be used to determine the income forecast necessary for the sustainability of current profit margins, which the author calls the IFSPM Method. Examples are provided to demonstrate the methodology’s applicability in both project and service-driven businesses.
Competitive Intelligence for Value-Based Pricing and EVE®
In order to design and deploy value-based strategies, including value-based pricing, firms must be equally obsessed with obtaining deep customer insights and deep competitive information, as the author explains.
A Pricing Playbook for Emerging Markets
Pricing may not be the glitziest element in the marketing mix, but when carefully considered and applied, it often proves to be the most powerful. Few MNCs, therefore, are likely to win in emerging markets unless they learn how to come up with innovative pricing strategies and deploy them more effectively, as the authors explain.
The price of pricing effectiveness: Is the view worth the climb?
In this article, the author analyzes several commonalities associated with enhanced performance in pricing inherent in high-performing companies. She also provides multiple examples of companies at varying stages of pricing transformation as well as different pricing implementation strategies in varying industries to give pricers strategies and insights they can employ in their own pricing journeys.
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