Mastering services pricing : designing pricing that works for you and for your clients /: designing pricing that works for you and for your clients. (2015)

• Record Type: Book
• Further Information: Note: Kevin Doolan.
• Authors: Doolan, Kevin
• 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? 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 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 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 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 ADD-ONS AND AFTERCARE -- DOUBLE THE PROFIT
• Publisher Details: Harlow, England New York : Pearson
• Publication Date: 2015
• Extent: 1 online resource (1 volume), illustrations
• Subjects: 658.816; Professional corporations; Fees, Professional; Customer services; Service industries -- Prices; Sociétés civiles professionnelles; Honoraires; Service à la clientèle; Services (Industrie) -- Prix; fiefs; Customer services; Fees, Professional; Professional corporations; Service industries -- Prices; Electronic books
• Languages: English
• ISBNs: 9781292063393; 1292063394; 9781292063386; 1292063386
• Related ISBNs: 9781292063362; 129206336X; 9781292063379; 1292063378
• Notes: Note: Print version record.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.