Praise for PRICING DONE RIGHT
"Essential reading the key to profitable growth is capturing price. While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world. Smith′s ability to educate and drive to results quickly makes him unique in the pricing world."
Dennis Stone, CEO and President, Overhead Door Corporation
"Are you concerned about pricing? You need two things: a courage pill and a process. Courage pills are not available by prescription, but processes don′t miss Smith′s book. Logical, methodical, and close to earth."
Ignacio Dominguez, Global Chief Commercial Officer, Adama Agricultural Solutions, Ltd
"With its strong focus on organizational acumen, change management, and analysis along with cross–departmental tactics and strategies Pricing Done Right will connect you and your company with the tools needed to raise profitability and performance. Tim Smith′s experience in pricing can help you achieve tough goals."
Kevin Mitchell, President, The Professional Pricing Society, Inc.
"Pricing Done Right makes the current pricing theory understandable and easy to implement. Smith provides excellent counsel and wisdom in helping pricing leaders drive margin in the organization a must have resource for any pricing leader."
Lee A. Halverson, Vice President, Pricing and Business Intelligence, SiteOne Landscape Supply
"Marketing, Sales, and Finance should always be part of the pricing process. Any decision that implies only part of those functions would be biased. Pricing Done Right explores the roles and responsibilities of each of them in pricing decisions, from strategy to execution. A must–read book for all executives."
Michal Nacasch, Head of Global Pricing, Adama Agricultural Solutions, Ltd
Chapter 1: The Value–Based Pricing Framework for Getting Pricing Done Right
Embedding the Culture of Value–based Pricing
Overarching Pricing Decision Areas
Chapter 2: Value–Based Pricing
The Purpose of Firms: Serve Customer Needs Profitably
Exchange Value to Customer
Design Costs against Price to Profit
Chapter 3: Business Strategy Alignment
Chapter 4: Pricing Strategy
Competitive Price Reaction Strategy
Chapter 5: Price Management
Price Variance Policy
Chapter 6: Defining the Pricing Decision Team
Chapter 7: Pricing Continuous Improvement and Analytics
Continuous Improvement Process
Offering Innovation and Pricing Decisions
Price Variance Policy Continuous Improvement
Market Pricing Continuous Improvement
Chapter 8: Organizational Design of the Pricing Specialist Function
Pricing Community Distribution
Pricing Reporting Structure
Chapter 9: A Decision You Control
Appendix A: Economic Origins of Competitive Advantage
Getting Pricing Done with Jesse Finch Gnehm of GE Oil & Gas
The Value–Based Pricing Journey
Context of Subsea Systems within GE
Pricing Community Cultivation
Focal Contributions of the Pricing Experts
Pricing Analysis Techniques
Price Automation and Analytical Tools
Getting Pricing Done with Robert Smith of Eastman Chemical Company
Pricing Organizational Design
Pricing Functional Architecture
About the Author