In this paper, the author examines the nature and phases of value transformation and why the process is challenging. He examines how working on a value mindset can accelerate the journey and get teams fully aligned on what matters, and concludes by exploring the approach and implementation of the 6A Value Mindset model.
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.”
Value Pricing and Selling - CPA Edition Instructor: Joanne Smith [...]
In this article, Stephan Liozu, PhD, CPP, presents best practices for initiating an organizational transition towards value-based pricing.
In this article, the author presents a detailed process for developing compelling quantified value propositions. Stephan M. Liozu, PhD (email@example.com), is the Founder of Value Innoruption Advisors, a consulting boutique specialized in value-based pricing, industrial pricing, digital and subscription-based pricing.
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.”
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.
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.
The purpose of this short paper is to share best practices for EVE® (Economic Value Estimation) models with the pricing and marketing communities.
The question of how value should be split arises repeatedly in customer-value-centric organizations. It should be addressed in a thoughtful and systematic way. When building a product development or launch plan, teams debate feasible pricing ranges based on capturing value. Product teams who incorporate value into their discussions indicate that it helps them understand their positioning better and that it makes their decision-making customer-centric. In this article, the author presents several approaches to framing the value-capture questions and developing effective value-pricing strategies.