Value-based Pricing

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Value-based pricing is much more than a pricing strategy. It is a transformative methodology that requires deep understanding in segmentation, competition, differentiation, and communication. Our suite of services in the area of value-based pricing includes training, certifying, consulting on how to get started, segmenting customers, extracting true differentiation, and truly understanding what your competitors are doing. Our approach to value-based pricing is both theoretical and practical. The theoretical side draws from 5 years of deep research in the topic of value-based pricing. The practical side comes from dozens of engagements in various sectors and geographies. In the end, value-pricing requires a mindset change from cost and commodity to customer value.

Key Services

  • Training Workshops (segmentation, value-based pricing, EVE®, value selling)
  • Consulting on Segmentation, Differentiation, and Value Quantification
  • Customer Value Modeler (CVM®) Certification
  • Differentiation and Competition Assessment & Discovery
  • Operationalizing a Value Culture

Contact me today to get started!

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Change Management in Pricing

A vast majority of leaders understand the need for change management. At the same time, 70% of change projects fail or do not reach their intended outcome. Change management is also managed informally by pricing and project managers. Finally, many firms get started with pricing and get stuck in the zone of good intentions. Over the past 4 years, I have developed a formal body of knowledge at the intersection of pricing and change management. I have develop a change management in pricing framework and have certified hundreds of pricing professionals in change management. Because pricing is a complex discipline, it requires formal change management and strong change leadership.

Key Services

  • Change Agent in Pricing (CAP®) Certification
  • Pricing Transformation Road Mapping
  • Value and Pricing Management Project Coaching
  • Dynamics to Support Organizational Change

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Getting Started with Pricing

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Intention and attention in pricing are key to getting started. It is also half the battle. But getting started also means doing the right things at the right time and with the right focus. I help leaders in organizations that want to get started in pricing by conducting assessments, building road maps, and providing the right pricing tool box. Our suite of assessments includes pricing capability assessment (PCA), pricing power assessment, pricing culture index (PCI), and value-based pricing readiness assessment. Our focus is to get you started in a matter of 90 days with a strong focus on design and execution while focusing on quick wins to build momentum.

Key Services

  • Pricing training sessions (basic, intermediate, advanced)
  • Pricing Capability Assessment (PCA)
  • Pricing Council Design and Deployment
  • Pricing Culture Index Survey and Assessment (PCI)
  • “Getting Started in 90 Days” Process

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Pricing of Innovation and Technology

Are you facing resistance in changing pricing models and strategies in your core business? Do you think you are leaving money on the table with your innovations? One way to start the pricing journey is to start implementing progressive pricing strategies in the front-end of innovation and early in the Stage-Gate® process. I assist marketing, innovation, and technology teams in capturing greater value for their innovations through pricing and value management. That includes a suite of tools such as the Pricing Puzzle™ canvass, the pricing readiness assessment for start-ups, and pricing deliverables for Stage-Gate®. I also provide pricing consulting and training for emerging fields such as internet of things (IofT), data analytics, and SaaS software.

Key Services

  • Pricing Puzzle™ – Pricing & Revenue Model Canvass
  • Pricing Readiness Assessment for Start-up & Early Stage Companies
  • Training workshops: Pricing in the Innovation Process, Pricing and Technology, Software Pricing
  • Consulting: Value and Pricing models design for Internet of Things Offerings, pricing in Stage-Gate®, Support for Software Pricing

Contact me today to get started!

Contact Me

Pricing Comic The Pricing of Innovation LR