Value Based Pricing Services in B2B Markets – by Dr Shaun West and Dominik Kujawski
Value based pricing- a hot topic in industry today, but what is it and why is everyone talking...
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Category: Pricing in Service
My Kingdom for a horse? – A reality check on Value Based Pricing
In previous articles on pricing (see below), we gave an overview of three generally accepted...
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Pricing in services: A look at spare parts (Part 4 of a Series)
In previous articles in this short series we discussed various pricing approaches, including cost...
Read MorePricing Services: Value Based Pricing (Part 3 of a Series)
Before we move to a discussion of value based pricing it is useful to look at couple of commonly held beliefs which often inhibit managers from increasing prices: The first is that high prices are incompatible with high(er)...
Read MorePricing Services: Understanding Pricing Approaches (Part 2 of a Series)
Company pricing approaches have to deal with two issues: The first is how to determine, fix or set appropriate prices; The second is how to actually get the prices that have been set, i.e. avoid significant changes (e.g....
Read MoreThe issue of pricing in (mainly B2B) services – Introduction (Part 1 of a series)
Warren Buffett, the billionaire investor and CEO of Berkshire Hathaway Inc., famously said he rates businesses on their ability to raise prices and sometimes doesn’t even consider the people in charge. In 2011 he told the US...
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