Mastering Services Pricing - Softcover

Doolan, Kevin

Softcover

ISBN 10: 129206336X ISBN 13: 9781292063362

Publisher: Pearson, 2015

Synopsis

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, how should they price their services?

What pricing model should they develop and what buyer behaviour model should they nurture? What will happen 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.

 

· Learn that the ‘cost plus’ model won’t work for service provision

· Understand how your competitors will use pricing to gain market share, create growth and tie in existing customers

· Recognise that Product pricing is coercive, services pricing is collaborative

· Understand that services pricing includes lots of ‘frees’

· Understand market positioning and how this affects your price and how you can communicate this to clients

· Discover how to maximise profit and client satisfaction

· Be confident in your pricing strategy by having a sound basis for your decision making

About this title

From the Back Cover:

‘Kevin is a highly engaging teacher. His innovative approach to Value Engineering shows service providers how to collaborate with their clients to positively shape the relationship and make it more valuable, thereby justifying higher prices and delighting the client at the same time.’

Heidi K. Gardner, PhD, Distinguished Scholar, The Center on the Legal Profession, Harvard Law School

 

 

 

Mastering Services Pricing is a practical guide to creating services pricing that works both for you and your clients. Written by an award-winning expert in the field of pricing, it provides invaluable models, strategies and tactics to ensure that your pricing is designed to deliver maximum profit and to deliver high client satisfaction.

Mastering Services Pricing includes:

·    How clients buy services

·    The impact of price on profit

·    A guide to pitching for work

·    How to negotiate price

·    The tactics of pricing 

·    How to deal with procurement

·    How to justify higher prices

·    Alternative fees

 

 

About the Author:

Kevin Doolan is a solicitor and Senior Partner at Eversheds LLP where he is Head of Client Relations. Kevin has an MBA from Henley & teaches pricing at LSE, Judge Business School and IE Law School & will join the faculty of Churchill College Cambridge where he will be a lead consultant on pricing and business development. He also teaches at Harvard Business School where he developed the Harvard Case Study on Pricing.   In 2008 Kevin won an FT Innovation Award for ‘Project Bridge’, which developed new approaches to pricing.

About this edition

• Publisher: Pearson
• Publication date: 2015
• ISBN 10: 129206336X
• ISBN 13: 9781292063362
• Binding: Paperback
• Number of pages: 320