Pricing Done Right: The Pricing Framework Proven Successful By The World’S Most Profitable Companies

Executives need to get pricing done right within their firm, but they aren’t necessarily going to be the ones doing the analysis. They do, though, need to get the right people doing the right tasks at the right time. Pricing decisions have to be made, and the organization needs to understand how to get pricing right. Increasingly there is a focus in the pricing field on how to build a pricing organization within the larger organization.Pricing Done Right addresses that issue. Through academic research, direct one-on-one executive interviews with people leading pricing organizations, and the concepts of corporate strategy,Pricing Done Right addresses pressing issues of the day, clearly and succinctly while being comprehensive. Executives and managers will benefit from its ideas, and leaders at all levels of the organization will walk away from the book with a practical template for identifying which decisions need to be managed, how to manage those decisions, and who should make which decisions. They also will understand how different decisions are related to each other and what the effects of those decisions might be. With that understanding, they can decide where they need to go as an organization. Organizational change takes time.Pricing Done Right provides a roadmap for the journey so they can get pricing done right as they implement the changes that will better position them for success. Pricing expert Tim J. Smith, Ph.D., a frequent speaker and prolific writer on the subject, tackles the issue of pricing and corporate strategy from a fresh perspective, shifting the conversation from the age-old issues of “What is value-based pricing?” and “How do I do pricing analyses?” to “Why and how should I build a pricing organization within my larger organization so that we can ensure that our pricing reflects our goals?” providing executives and managers with a practical, accessible framework for implementing the most effective pricing decision-making processes for their organizations.

TIM J. SMITH, PHD, is the founder and CEO of Wiglaf Pricing, where he helps executives manage price better. Also an adjunct professor of marketing at DePaul University, he began his career as a research scientist in quantum mechanics before pursuing business strategy. He is the author of Pricing Strategy and Hawks, Seagulls, and Mice.