Mastering Services Pricing

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, what pricing model should they develop and what buyer behaviour model should they nurture? What happens 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.

Autorentext

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.

Inhalt

• 1 How clients buy services
• 2 Cost-plus pricing and beyond
• 3 Pitching for work
• 4 Negotiating price
• 5 The pricing lever
• 6 Alternative fees
• 7 Pricing tactics
• 8 Drivers of value
• 9 Learning from industry
• 10 Saving clients money
• 11 Pricing controls and capabilities