Value-based Pricing

Pricing Comic Commodity Mindset LR
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

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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 (PCG®)
  • Value and Pricing Management Project Coaching
  • Dynamics to Support Organizational Change

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Pricing Comic The Pricing Journey LR
 

Getting Started with Pricing

Pricing Comic Pricing Toolbox LR
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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Digital Industrial Pricing

Pricing Comic Commodity Mindset LR
Over 90% of companies have embarked on digital transformation. Often while doing this, they forget the need to focus on the development and execution of digital pricing models. That includes pricing for internet of things (IofT), data analytics, connected products, digital services, and SaaS. We provide services to assist manufacturers and industrial groups in getting started on their digital journey and in capturing the value of their digital investments. Our efforts focus on the monetization of digital innovations and on digital pricing execution strategies.

Key Services

  • Industrial Subscription pricing consulting using the Pricing Model Innovation Canvas (PMIC) (2-day or 3-day workshops and 60-day sprints)
  • Digital and subscription pricing readiness assessment
  • Digital Pricing and subscription pricing training workshops
  • Keynote presentations for C-suites and marketing, and digital teams to raise the sense of urgency and the level of capabilities

Contact me today to get started!

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