| Description |
1 online resource (1 volume) : illustrations |
| Contents |
Cover -- Contents -- About the author -- Publisher's acknowledgements -- Author's acknowledgements -- Preface -- Introduction -- 1 How clients buy services -- THE DATA -- ROCKET SCIENCE -- RELATIONSHIP ADVICE -- ROUTINE WORK -- THE FIVE CRITERIA -- PRICING ROCKET SCIENCE -- PRICING RELATIONSHIP ADVICE -- PRICING ROUTINE WORK -- 2 Cost-plus pricing and beyond -- COST-PLUS PRICING -- CLIENT-DRIVEN PRICING -- COMPETITION-DRIVEN PRICING (MARKET-DRIVEN) -- HOW SERVICE FIRMS COMPETE -- WHAT NEXT? -- CLIENT MESSAGING -- THE COMPETITIVE LANDSCAPE -- WHAT IS YOUR MARKET POSITIONING? |
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NEW SERVICE LAUNCHES -- SETTING THE MARKET PRICE -- 3 Pitching for work -- PITCHING FOR ROCKET SCIENCE -- PITCHING FOR RELATIONSHIP ADVICE -- THE LINK BETWEEN CHEMISTRY, LIKEABILITY AND PRICE -- PITCHING FOR ROUTINE WORK -- RETENDERS -- POST-PITCH NEGOTIATION ON PRICE -- THE TACTICS OF PITCHING -- 4 Negotiating price -- PRICE AND SCOPE ARE LINKED -- A SMALL REDUCTION -- MAJOR REDUCTIONS -- CLIENTS ON HISTORICALLY LOW RATES -- DEALING WITH PROCUREMENT -- JUST HOW STRONG IS YOUR RELATIONSHIP? -- NEGOTIATING WITH PROCUREMENT -- NEGOTIATIONS AND ROUTINE WORK -- 5 The pricing lever |
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STRATEGY 1 -- INCREASE YOUR PRICES -- STRATEGY 2 -- WORK HARDER -- STRATEGY 3 -- WORK SMARTER, NOT HARDER -- STRATEGY 4 -- CUT OVERHEADS, REDUCE THE COST BASE -- STRATEGY 5 -- CUT PRICES, WIN MORE WORK -- 6 Alternative fees -- OPTION 1 -- FIXED FEES -- OPTION 2 -- PROJECT-BASED COSTING -- OPTION 3 -- BLENDED RATES -- OPTION 4 -- CAPPED FEES -- OPTION 5 -- ANNUAL RETAINERS -- OPTION 6 -- CONTINGENT FEES -- OPTION 7 -- SUCCESS-BASED FEES -- OPTION 8 -- DISCOUNTED HOURLY RATES -- THE CONFIDENT PARTNER -- 7 Pricing tactics -- FREE, NOT CHEAP -- SHOW THE PRICE OF ADDED VALUE -- GIVE THE CLIENT OPTIONS |
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DEALING WITH LOWBALLING -- SUPPORTING A CLIENT IN DISTRESS -- THE ULTIMATUM -- PEDESTAL SELLING -- DISCOUNTS FOR VOLUME -- ANNUAL PRICE RISES -- HAVING LOWER COST OPTIONS -- TEAM STRUCTURE -- BE IN THE PACK -- MARKET INTELLIGENCE -- TROPHY CLIENTS -- NEGOTIATE WITH THE TOUGHEST CLIENTS AT THE RIGHT TIME -- DIFFERENTIAL PARTNER RATES -- DELIVER WHAT WAS ACTUALLY PAID FOR -- SHOW THE DISCOUNT -- LOWER RATE DOES NOT EQUAL LESS SPEND -- ACT FOR CLIENTS THAT YOU LIKE (NOT THE BULLIES) -- FROM TACTICS TO STRATEGY -- 8 Drivers of value -- TYPICAL STARTING POINT |
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CREATING DIFFERENT SERVICES -- PART 1: BEST EVER SERVICE -- CREATING DIFFERENT SERVICES -- PART 2: LOWEST COST -- CREATING DIFFERENT VERSIONS -- PRICE DISCRIMINATION -- CREATING DIFFERENT SERVICES -- STATISTICS AND DATA -- USING EXISTING CLIENTS AS YOUR DIFFERENTIATOR -- MOVING FROM COSTS INCURRED TO VALUE DELIVERED -- THE PERFECT SOLUTION -- START WITH VALUE -- VALUE PRICING BY WORK TYPE -- THE BIG QUESTION: DOES VALUE PRICING MEAN THE END OF CHARGING BY TIME? -- 9 Learning from industry -- PRICING ACROSS THE LIFETIME OF A PRODUCT -- PENETRATION PRICING -- LEARNING FROM AIRLINES |
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ADD-ONS AND AFTERCARE -- DOUBLE THE PROFIT |
| Summary |
The definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price they are happy to pay. As traditional manufacturing companies move to service provision, what pricing model should they develop and what buyer behaviour model should they nurture? What happens if you get your services offering right, but your pricing model wrong? Mastering Services Pricing shows you how to create pricing that allows you to deliver maximum profit and high client satisfaction |
| Notes |
Includes index |
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Print version record |
| Subject |
Professional corporations.
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Fees, Professional.
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Customer services.
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Service industries -- Prices
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fiefs.
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fees (compensation)
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Customer services
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Fees, Professional
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Professional corporations
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Service industries -- Prices
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| Form |
Electronic book
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| ISBN |
9781292063393 |
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1292063394 |
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9781292063386 |
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1292063386 |
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