Identifying the Right Unit of Value for Pricing
A Real-World Case Study Showing How One IT Services Company Aligned Their Hourly Rates to Customer Value
Very often, companies develop their pricing structures according to industry norms and "standard" practices. And then, even when those structures no long work, they stick with them because "that's how it's always been done." In this case study, you will learn about:
- How simple pricing structures can hurt revenues and profits when they fail to align customer value and costs.
- How the wrong internal perceptions about the value being delivered can affect important business decisions.
- The critical importance of identifying and utilizing the right "unit of value" for both pricing and costing purposes.
- How one professional services company changed their pricing and quoting structure to improve their margins.
This case study is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
How to Fight a Price War
In this on-demand webinar, learn strategies and tactics for preventing a price war, handling "dumb" competitors, de-escalating and avoiding provocative situations, and winning without actually fighting.
View This Webinar -
The Negotiation Tactics Cheat Sheet
Study and internalize these descriptions to better understand and identify many of the most common negotiation strategies and tactics your team will likely encounter in the field.
View This Tool -
Fixing the Causes of Rogue Salespeople
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.
View This Interview -
A Modern Approach for Fixing a Costly Profit Leak
We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.
View This Research
Come Join Our Next Webinar
Pricing Through a Trade War
Maintaining Pricing Discipline When Global Trade Tensions Disrupt Everything
