Building Pricing Capabilities

In recent years, many companies have started pricing initiatives in order to take advantage of this powerful profit driver. The development of pricing as a discipline and as a new function within the organization supposes the existence of different pricing capabilities with different outcomes in terms of performance. As such, this book is the perfect companion for a practitioner that would like to start a journey towards pricing excellence, as it shows the way but also the roadblocks, with a special emphasis on change management. Managers will learn the specifics of different pricing models, how to build a pricing infrastructure and governance, what the role of a pricing manager is, what the related processes and key activities are, what the best in class analytics for pricing intelligence are, and how to capture market potential with value pricing, among other numerous methods and approaches. Furthermore, for each of the required steps, the authors detail the many facets to consider in such a cross-functional initiative. Last, change is nothing without results. The authors consistently emphasize the metrics to be controlled, and the results one could expect when starting this rewarding journey.