An exploration of progressive pricing strategies for agencies and other professional service firms, presented by Tim Williams of Ignition Consulting Group.
All products and services have a Value Proposition set by the market place. What you offer to the market needs to be designed in order to exceed customer expectations. Learn more about this concept.
An exploration of progressive pricing strategies for agencies and other professional service firms, presented by Tim Williams of Ignition Consulting Group.
All products and services have a Value Proposition set by the market place. What you offer to the market needs to be designed in order to exceed customer expectations. Learn more about this concept.
Selling Solutions Using a Compelling Value PropositionCompTIA
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In a webinar presented by Marty Gilbert, president, Growth Initiatives LLC, and Bob Sherlock, president, Marketwerks, learn how to lay the foundation for solution selling, and then execute it. CompTIAâs webinar focuses on how to develop well-targeted value propositions for each customer segment, and bring them to market successfully.
How to Set the Perfect Price for Innovative Products? | Pricing Strategy For ...azlaan
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Setting the right price for innovative products is one of the most difficult tasks for startups. Setting wrong prices can result in either losing customers or profits.
Pricing strategy is based on if your business model is based on;
1. Cost Base approach
2. Value Base approach
Cracking the perfect price for your innovative products require continuous testing and optimization.
The lecture gives different pricing strategy types and pricing strategy examples to help students understand the concept easily.
Video Lecture to the slides can be found at:
https://youtu.be/ARIZ0r_t6CA
A value proposition is where your companyâs product offer intersects with your customerâs desires.
Itâs the magic fit between what you make and why people buy it.
Your value proposition is the crunch point between business strategy and brand strategy.
The lecture on Value Proposition Canvas Part A explains why the concept is of so much importance especially to first time entrepreneurs.
Startups sustainability requires in-depth understanding of the target customers. Failing at this stage will have costly repercussions for the entrepreneur and his business.
Part A discuss the Value Proposition Canvas definition, value proposition examples, and how Value Proposition Canvas is different than Business Slogans.
Insights into how to use Strategyzer's Value Proposition Canvas and the benefits of customer discovery, identifying and solving their problems and adding value.
Business Framework Value Proposition PowerPoint Presentation SlidesSlideTeam
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Are you preparing to give PowerPoint presentation on business framework value proposition? Not finding the right designs and graphics? No worries! We present you, our predesigned and content ready business framework value proposition PowerPoint presentation templates. This customer value proposition PPT presentation will be useful for middle-level management to define companyâs internal strategy to the senior level. It includes company overview, product, and services, elevator pitch, problem areas, find a solution, value proposition product & services, company revenue model & expense model. It also includes companyâs growth strategy, competitive landscape, two product comparison, SWOT analysis, business shareholders pattern etc. Want to make PPT slides on business strategy, value proposition, personal value proposition, company values, customer value proposition framework, value proposition model and value marketing, employee value proposition, strategic management, value proposition model. You can deploy this value-focused enterprise model presentation. Download business framework value proposition PowerPoint presentation slides now. Get everyone to come to an agreement with our Business Framework Value Proposition PowerPoint Presentation Slides. It helps identify disputed aspects.
Tutorial on how to use the Conflict Resolution Diagram. Presented by Portia Tung and Pascal Van Cauwenberghe at the Mini SPA conference, London, September 2010
Customer Value Proposition by Derek HendrikzDerek Hendrikz
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Customer value proposition by Derek Hendrikz works with CVP in terms of product, service, people, results, communication and experience. Customer service excellence and business relationship development models and the relationship / profitability ratio is dealt with. Slides end with the rules for CRM (customer relations management). www.derekhendrikz.com
If you sell to the corporate marketing, having a strong value proposition is critical.
It helps you set up meetings with crazy-busy prospects. And, it helps them understand the value they get from changing from the status quo -- something they're loathe to do.
In this presentation, you'll discover how to craft powerful, customer-enticing value propositions that change everything.
From Tadpole to Frog: Evolving into a Brand with LegsAustin AMA
Â
Mark Hammer, Vice President of Marketing at Compass Learning (www.compasslearning.com), explains how the Austin-based company evolved into a distinct brand by focusing on customer needs. The presentation shares his insights and offers recommendations for maximizing brand evolution through contemporary marketing strategies including competitive differentiation with todayâs budgetary constraints; moving from product to solutions-based messaging; and how optimizing customer dialogue can turn into a value-add.
Interested in more marketing programs and networking? Visit the Austin American Marketing Association website (www.austinama.org) for coming events and the AMA blog (www.austinama.org/blog) to be a part of the conversation.
Your Value Proposition is the reason that customers choose to buy from you, it needs to be a core business skill. This slideshare shows you how to develop compelling value propositions with a focus on B2B companies
Laserfiche Empower 2014 Presentation
What makes your ideal customer choose you, rather than a competitor? Your value proposition! Learn how to discover and define your value proposition, and convey your brand promise concisely to current and potential customers.
For more on value proposition, I highly recommend Marketing Sherpa's Value Proposition courses: http://www.meclabs.com/training/online-course/value-proposition-development/overview
Why is this book so important? One of the biggest lessons I have learned within the startup landscape is that even though pricing, together with the business model, remains by far the lever that most impacts revenue, the subject is a sensitive one.
Pricing is a strong â but often underused â tool available to capture a share of value created for customers
Pricing is one of the biggest challenges that startup face. The book is a practical toolkit that positively influences the pricing strategies of startups. It reveals insights in the different pricing methods and tactics used by successful companies.
Selling Solutions Using a Compelling Value PropositionCompTIA
Â
In a webinar presented by Marty Gilbert, president, Growth Initiatives LLC, and Bob Sherlock, president, Marketwerks, learn how to lay the foundation for solution selling, and then execute it. CompTIAâs webinar focuses on how to develop well-targeted value propositions for each customer segment, and bring them to market successfully.
How to Set the Perfect Price for Innovative Products? | Pricing Strategy For ...azlaan
Â
Setting the right price for innovative products is one of the most difficult tasks for startups. Setting wrong prices can result in either losing customers or profits.
Pricing strategy is based on if your business model is based on;
1. Cost Base approach
2. Value Base approach
Cracking the perfect price for your innovative products require continuous testing and optimization.
The lecture gives different pricing strategy types and pricing strategy examples to help students understand the concept easily.
Video Lecture to the slides can be found at:
https://youtu.be/ARIZ0r_t6CA
A value proposition is where your companyâs product offer intersects with your customerâs desires.
Itâs the magic fit between what you make and why people buy it.
Your value proposition is the crunch point between business strategy and brand strategy.
The lecture on Value Proposition Canvas Part A explains why the concept is of so much importance especially to first time entrepreneurs.
Startups sustainability requires in-depth understanding of the target customers. Failing at this stage will have costly repercussions for the entrepreneur and his business.
Part A discuss the Value Proposition Canvas definition, value proposition examples, and how Value Proposition Canvas is different than Business Slogans.
Insights into how to use Strategyzer's Value Proposition Canvas and the benefits of customer discovery, identifying and solving their problems and adding value.
Business Framework Value Proposition PowerPoint Presentation SlidesSlideTeam
Â
Are you preparing to give PowerPoint presentation on business framework value proposition? Not finding the right designs and graphics? No worries! We present you, our predesigned and content ready business framework value proposition PowerPoint presentation templates. This customer value proposition PPT presentation will be useful for middle-level management to define companyâs internal strategy to the senior level. It includes company overview, product, and services, elevator pitch, problem areas, find a solution, value proposition product & services, company revenue model & expense model. It also includes companyâs growth strategy, competitive landscape, two product comparison, SWOT analysis, business shareholders pattern etc. Want to make PPT slides on business strategy, value proposition, personal value proposition, company values, customer value proposition framework, value proposition model and value marketing, employee value proposition, strategic management, value proposition model. You can deploy this value-focused enterprise model presentation. Download business framework value proposition PowerPoint presentation slides now. Get everyone to come to an agreement with our Business Framework Value Proposition PowerPoint Presentation Slides. It helps identify disputed aspects.
Tutorial on how to use the Conflict Resolution Diagram. Presented by Portia Tung and Pascal Van Cauwenberghe at the Mini SPA conference, London, September 2010
Customer Value Proposition by Derek HendrikzDerek Hendrikz
Â
Customer value proposition by Derek Hendrikz works with CVP in terms of product, service, people, results, communication and experience. Customer service excellence and business relationship development models and the relationship / profitability ratio is dealt with. Slides end with the rules for CRM (customer relations management). www.derekhendrikz.com
If you sell to the corporate marketing, having a strong value proposition is critical.
It helps you set up meetings with crazy-busy prospects. And, it helps them understand the value they get from changing from the status quo -- something they're loathe to do.
In this presentation, you'll discover how to craft powerful, customer-enticing value propositions that change everything.
From Tadpole to Frog: Evolving into a Brand with LegsAustin AMA
Â
Mark Hammer, Vice President of Marketing at Compass Learning (www.compasslearning.com), explains how the Austin-based company evolved into a distinct brand by focusing on customer needs. The presentation shares his insights and offers recommendations for maximizing brand evolution through contemporary marketing strategies including competitive differentiation with todayâs budgetary constraints; moving from product to solutions-based messaging; and how optimizing customer dialogue can turn into a value-add.
Interested in more marketing programs and networking? Visit the Austin American Marketing Association website (www.austinama.org) for coming events and the AMA blog (www.austinama.org/blog) to be a part of the conversation.
Your Value Proposition is the reason that customers choose to buy from you, it needs to be a core business skill. This slideshare shows you how to develop compelling value propositions with a focus on B2B companies
Laserfiche Empower 2014 Presentation
What makes your ideal customer choose you, rather than a competitor? Your value proposition! Learn how to discover and define your value proposition, and convey your brand promise concisely to current and potential customers.
For more on value proposition, I highly recommend Marketing Sherpa's Value Proposition courses: http://www.meclabs.com/training/online-course/value-proposition-development/overview
Why is this book so important? One of the biggest lessons I have learned within the startup landscape is that even though pricing, together with the business model, remains by far the lever that most impacts revenue, the subject is a sensitive one.
Pricing is a strong â but often underused â tool available to capture a share of value created for customers
Pricing is one of the biggest challenges that startup face. The book is a practical toolkit that positively influences the pricing strategies of startups. It reveals insights in the different pricing methods and tactics used by successful companies.
How to Price Effectively to Boost Your Company's Growth and ProfitsSurefire Local
Â
Most contractors base their pricing on the cost of materials without necessarily realizing that money is often left on the table.
Professor Dholakia (top marketing thought-leader and George R. Brown Professor of Marketing at Rice University), shares actionable steps your business can take to price its services more effectively.
Some of the things you'll learn are:
- How to raise prices without actually raising prices
- The role of customer value and reference prices in setting prices
- The importance of price execution
- How to evaluate success of your pricing decisions
Value Based Pricing Strategy Powerpoint Presentation SlidesSlideTeam
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"You can download this product from SlideTeam.net"
Introducing Value-Based Pricing Strategy PowerPoint Presentation Slides. With the help of a premium pricing PPT template, you can conduct market research in order to learn about customer demographics. By using this demand-based pricing PowerPoint presentation, you can highlight on various kinds of planning related to cost, competitor, and value-based factors. You can emphasize the steps which lead to the execution of data, thus you mention it using product preference analysis PPT visuals. By using a value-pricing plan PowerPoint presentation complete deck, you can create a report on the buyerâs personal data. With the help of pricing strategies PPT template, you can create a buyerâ persona on the basis of demographic, mindset, language, and customer journey. This premium pricing PowerPoint presentation contains sheets, charts, reports, and graphs with which you can create a market segment record. The product preference analysis PPT comprises content ready twenty-four slides to create a comprehensive presentation. Therefore, download this ready-to-use value pricing strategies PowerPoint presentation deck and improve profitability. https://bit.ly/34Pp7RN
Value Based Pricing Strategy PowerPoint Presentation SlidesSlideTeam
Â
Presenting this set of slides with name - Value Based Pricing Strategy Powerpoint Presentation Slides. Our topic specific Value Based Pricing Strategy Powerpoint Presentation Slides deck contains twenty four slides to formulate the topic with a sound understanding. This PPT deck is what you can bank upon. With diverse and professional slides at your side, worry the least for a powerpack presentation. A range of editable and ready to use slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates makes it all the more worth. This deck displays creative and professional looking slides of all sorts. Whether you are a member of an assigned team or a designated official on the look out for impacting slides, it caters to every professional field.
This is the powerpoint version of the content from my latest article posted on LinkedIn: https://www.linkedin.com/pulse/discussion-pricing-concepts-easy-recipe-healthcare-marketers-tangun
Steps To Devise Impactful Core Product Strategies Powerpoint Presentation SlidesSlideTeam
Â
Meet the needs of your customers with the aid of our visually appealing Steps To Devise Impactful Core Product Strategies PowerPoint Presentation Slides. Discuss the way to increase the product value by utilizing the core product management PPT slideshow. Take advantage of the cost of product management PPT visuals to demonstrate the dimensions of the product that your company can improve upon such as features, reliability, conformance, performance, durability, aesthetics, serviceability, perceived quality. Steps to create the perfect product strategy and ways to acquire a competitive advantage can be depicted easily by editing the slides. Analyze the product performance and perform competitor analysis by taking the advantage of core marketing strategy PowerPoint templates. Describe how the product is adopted by five categories of buyers by utilizing a market adoption curve diagram. These core strategies for marketing product PPT slide design helps to analyze the political, economic, and legal factors that can impact the product. Display information about exploring new product ideas, new product strategy, 4Ps of innovation, scoring product ideas, etc. Demonstrate product development roadmap plan by downloading ready-to-use core product value PowerPoint layouts. https://bit.ly/3vHkNfF
Price is not a number - the secrets of pricingNevo Hadas
Â
Lecture notes from pricing workshop provided to MTN Solution Space at the GSB (UCT Business School). Looks at high-level pricing theory, link to behavioural economics and lightly touches on how channels impact pricing.
Anyone who does not include âprofitâ in their definition of brand likely has never run a brand before. To me, a product is the basic commodity you sell but a brand creates a bond, with the intention of achieving a power and profit beyond what the product alone could achieve. The only reason you would ever add more investment to create a brand is because you believe you can get more back from that investment than just selling the product. If you wish to succeed in Brand Management, you have to understand brand finance. After all, you are running a business. If you started your brand to fulfill a personal passion or promise, I will tell you that a profitable brand will allow you to fulfill a lot more promises. If you just like the activity of Marketing, then you should become a subject matter expert, not in charge of a branded business.
As the call for for skilled experts continues to develop, investing in quality education and education from a reputable https://www.safalta.com/online-digital-marketing/best-digital-marketing-institute-in-noida Digital advertising institute in Noida can lead to a a success career on this eve
[Google March 2024 Update] How To Thrive: Content, Link Building & SEOSearch Engine Journal
Â
March 2024 disrupted the SEO industry. Websites were deindexed, and manual penalties were deliveredâall to produce more helpful, more trustworthy search results.
How did your website fare?
Watch us as we delve into the seismic shifts brought about by Google's March 2024 updates and explore strategies to not just survive, but thrive in this dynamic digital landscape.
Youâll learn:
- How to create content that is valuable to users (not just search engines) using E-E-A-T.
- How to build links that can boost rankings and withstand algorithm updates.
- Best practices for content creation and link building so you can thrive during algorithm updates.
With Vince Ramos, we'll examine the implications of the latest algorithm changes on content creation, link building, and SEO practices, and offer actionable insights from businesses like yours that have remained steadfast amidst the volatility.
Using real-life case studies, weâll also show you the effectiveness of manual link building techniques and person-first content strategies.
Whether you're a seasoned SEO professional, a budding content creator, or anyone in between, this webinar will help you weather the changes in Google's algorithms and capitalize on them for sustained success.
Check out this webinar and unlock the secrets to thriving in the new Google era.
The digital marketing industry is changing faster than ever and those who donât adapt with the times are losing market share. Where should marketers be focusing their efforts? What strategies are the experts seeing get the best results? Get up-to-speed with the latest industry insights, trends and predictions for the future in this panel discussion with some leading digital marketing experts.
Videos are more engaging, more memorable, and more popular than any other type of content out there. Thatâs why itâs estimated that 82% of consumer traffic will come from videos by 2025.
And with videos evolving from landscape to portrait and experts promoting shorter clips, one thing remains constant â our brains LOVE videos.
So is there science behind what makes people absolutely irresistible on camera?
The answer: definitely yes.
In this jam-packed session with Stephanie Garcia, youâll get your hands on a steal-worthy guide that uncovers the art and science to being irresistible on camera. From body language to words that convert, sheâll show you how to captivate on command so that viewers are excited and ready to take action.
Digital Marketing Training In BangaloreHoney385968
Â
https://nidmindia.com/
Landing page optimization is the strategic process of methodically enhancing the various elements and components of a web page with the primary goal of increasing its effectiveness at converting visitors into leads or customers.
janani Digital Marketer|Digital Marketing consultant|Marketing Promotion|Coim...janudm24
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Myself Janani Digital marketing consultant located in coimbatore I offer all kinds of digital marketing services for your business requirements such as SEO SMO SMM SMO CAMPAIGNS content writing web design for all your business needs with affordable cost
Digital Marketing Services | Techvolt Software :
Digital Marketing is a latest method of Marketing techniques widely used across the Globe. Digital Marketing is an online marketing technique and methods used for all products and services through Search Engine and Social media advertisements. Previously the marketing techniques were used without using the internet via direct and indirect marketing strategies such as advertising through Telemarketing,Newspapers,Televisions,Posters etc.
 List of Services offered in Digital Marketing |Techvolt Software :
Techvolt Software offers best Digital Marketing services for promoting your products and services through online platform on the below methods of Digital marketing
1. Search Engine Optimization (SEO)
2. Search Engine Marketing (SEM)
3. Social Media Optimization (SMO)
4. Social Media Marketing (SMM)
5. Campaigns
Importance | Need of Digital Marketing (Online Promotions) :
1. Quick Promotions through Online
2. Generation of More leads and Business Enquiries via Search Engine and Social Media Platform
3. Latest Technology development vs Business promotions
4. Creation of Social Branding
5. Promotion with less investment
Benefits Digital Marketing Services at Techvolt software :
1. Services offered with Affordable cost
2. Free Content writing
3. Free Dynamic Website design*
4. Best combo offers on website Hosting,design along with digital marketing services
5. Assured Lead Generation through Search Engine and Social Media
6. Online Maintenance Support
Free Website + Digital Marketing Services
Techvolt Software offers Free website design for all customer and clients who is availing the digital marketing services for a minimum period of 6 months.
With Regards
Janani Digital Marketer
Coimbatore,Tamilnadu.
The session includes a brief history of the evolution of search before diving into the roles technology, content, and links play in developing a powerful SEO strategy in a world of Generative AI and social search. Discover how to optimize for TikTok searches, Google's Gemini, and Search Generative Experience while developing a powerful arsenal of tools and templates to help maximize the effectiveness of your SEO initiatives.
Key Takeaways:
Understand how search engines work
Be able to find out where your users search
Know what is required for each discipline of SEO
Feel confident creating an SEO Plan
Confidently measure SEO performance
In today's digital world, customers are just a click away. "Grow Your Business Online: Introduction to Digital Marketing" dives into the exciting world of digital marketing, equipping you with the tools and strategies to reach new audiences, expand your reach, and ultimately grow your business.
website = https://digitaldiscovery.institute/
address = C 210 A Industrial Area, Phase 8B, Sahibzada Ajit Singh Nagar, Punjab 140308
QuickBooks Sync Manager Repair Tool- What You Need to Knowmarkmargaret23
Â
Occurrence of technical errors on QuickBooks is common but it can be resolved with the use of QuickBooks Sync Manager Tool . With the help of this too, users can sync the QuickBooks Desktop company file with the Intuit online server. It is compatible with versions QuickBooks Pro, Premier, or Enterprise. In case a user faces sync-related errors then they simply need this repair tool.
Dive deep into the cutting-edge strategies we're employing to revolutionize our web presence in the age of AI-driven search. As Gen Z reshapes the digital realm, discover how we can bridge the generational divide. Unlock the synergistic power of PPC, social media, and SEO, driving unparalleled revenues for our projects.
Mastering Dynamic Web Designing A Comprehensive Guide.pdfIbrandizer
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Dynamic Web Designing involves creating interactive and adaptable web pages that respond to user input and change dynamically, enhancing user experience with real-time data, animations, and personalized content tailored to individual preferences.
The Forgotten Secret Weapon of Digital Marketing: Email
Digital marketing is a rapidly changing, ever evolving industry--Influencers, Threads, X, AI, etc. But one of the most effective digital marketing tools is also one of the oldest: Email. Find out from two Houston-based digital experts how to maximize your results from email.
Key Takeaways:
Email has the best ROI of any digital tactic
It can be used at any stage of the customer journey
It is increasingly important as the cookie-less future gets closer and closer
The Good the Bad and The Ugly of Marketing MeasurementNapierPR
Â
We explore how B2B marketers can impress the board by measuring their PR and marketing campaigns successfully, and explore 5 metrics that will get you promoted, and 3 that will get your fired.
We cover:Â
-Meaningless marketing metrics
-The difference between attribution and incrementality
-The importance of the customer journeyÂ
-Why you should care about prospects that are in market
-Measuring the unmeasurableÂ
3. PROFIT POOL
A 1% improvement (reduction) in variable costs will improve profit by: 4%
A 1% improvement in volume (revenues) will improve profit by: 7%
A 1% improvement in pricing will improve profit by: 11%
3%A 1% improvement (reduction) in ïŹxed costs will improve profit by:
PROFIT
IMPROVEMENT
Matching Professional Buyers With Professional Sellers
4. Matching Professional Buyers With Professional Sellers
COSTINGPRICING
THE COST TO THE SELLERTHE VALUE TO THE BUYER
Requires the expertise of production
and ïŹnance professionals
=
A CALCULATION
TACTICAL
A JUDGMENT
STRATEGIC
Requires the expertise of
pricing professionals
5. Matching Professional Buyers With Professional Sellers
A PRICING REVOLUTION
Dynamic pricing. Setting ïŹexible prices
for products/services based on current
market demands.
Razor and blades. The practice of selling
a base product or service at a low price
then making all the margin on sales of
items required to keep the product/
service functioning.
Freemium pricing. Offering a basic
product/service for free, while charging
for "premium" features or functionality.
Pay what you want. Buyers pay any
desired amount for a given product/
service.
Add-ons pricing. A strategy that
attempts to increase the amount
customers spend by offering individually-
priced âextrasâ
Bundled pricing. Starting with a
company's popular products/services
and adding other (usually less popular)
products/services to sell as a "bundle."
Congestion pricing. Charging for excess
demand, as in electricity or parking.
Skim pricing. Setting a high price on a
product/service before other
competitors come into the market.
Economy pricing. A lower price for a "no
frills" version of a product/service
(economy cabin in an aircraft, generic
supermarket brands).
Options pricing. Offering several
different versions of the product/service,
each with different levels of value.
Tiered pricing. Pricing is reduced when
buyers hit certain thresholds or "tiers" of
purchases.
Use now, buy later. Customer is able to
use either a trial or full-featured version
of product/service for a ïŹxed time
period.
Per use. Charging for what the product
actually does, rather than for the product
itself.
15. Matching Professional Buyers With Professional Sellers
KNOWLEDGE
WORK
MANUAL
WORK
COST-BASED
Time Spent
Cost of Labor
Cost Plus
16. The industry1
The buyer (your clients)2
The seller (you)3
Matching Professional Buyers With Professional Sellers
WHOSE JOB IS IT TO
CHANGE PRICING?
17. SELLERS ROUTINELY RE-EDUCATE BUYERS
ABOUT PRICING IN ALL TYPES OF MARKETS
Matching Professional Buyers With Professional Sellers
Software
18. SELLERS ROUTINELY RE-EDUCATE BUYERS
ABOUT PRICING IN ALL TYPES OF MARKETS
Airlines
Matching Professional Buyers With Professional Sellers
25. Trade the language
of cost for the
language of value
A change in language
is a critical precursor to
a change in behavior.
Matching Professional Buyers With Professional Sellers
COST BASED
LANGUAGE
CUSTOMER VALUE BASED
LANGUAGE
Cost
Estimates
Hours
Rates
Billable Time
Labor
Utilization
Time of Staff
FTEâS
Price
Talent
Results
Solutions
Outcomes
Results
Value
Metrics of success
Accountability
2
26. Align the economic
incentives
Instead of a discussion
about who gets the biggest
slice of pie, show how you
can grow the entire pie.
Matching Professional Buyers With Professional Sellers
3
27. Align the economic
incentives
Matching Professional Buyers With Professional Sellers
3
âThe agency offers
pay-for-performance
compensation: it gets
paid when an agreed-
upon business result is
achieved. âWe put our
own skin in the game,â
says Deloitte Digital
principal Mike Brinker.â
28. Focus on transparency
of expectations in place
of transparency of costs
Guide your client to
focus on âScope of
Valueâ before getting
to Scope of Work.
Matching Professional Buyers With Professional Sellers
4
29. Attach different
pricing to different
classes of value
Proactively decouple
your high and low
value services.
Matching Professional Buyers With Professional Sellers
5
31. Put your value in
perspective by
offering options
Options provide context
for the value youâre
providing and change
the dialogue away from
inputs to outputs and
outcomes.
Matching Professional Buyers With Professional Sellers
6
32. Apply the same
creativity to pricing
as you do to solving
marketing problems
Once you take
hourly billing off the
table, there are
virtually unlimited
ways to get paid for
the value you create.
Matching Professional Buyers With Professional Sellers
7
33. Matching Professional Buyers With Professional Sellers
UNIFORM PRICING
Cost-plus calculations
based on a formula
VARIABLE PRICING
Varying pricing approaches
based on customer value
TO MAXIMIZE YOUR RETURN,
DIVERSIFY YOUR PORTFOLIO
34. THE POWER OF
OPTIONS
Matching Professional Buyers With Professional Sellers
VARIABLE PRICING
Varying pricing approaches
based on customer value
35. CPOChief Procurement
OfïŹcer
PURCHASING AS A
CORE COMPETENCY
Matching Professional Buyers With Professional Sellers
CPOChief Pricing
OfïŹcer
PRICING AS A
CORE COMPETENCY
PRICING COUNCIL
AT THE CLIENT AT THE AGENCY
36. Matching Professional Buyers With Professional Sellers
ESSENTIAL ROLES OF THE
PRICING COUNCIL
Identifying and championing the multiple dimensions of value
the ïŹrm creates for its clients.
Experimenting with various pricing approaches to maximize
proïŹts and diversify the ïŹrmâs pricing portfolio.
Developing tools that will keep the ïŹrm focused on value
instead of cost, including changing the language.
Overseeing the development of pricing options and presenting
pricing proposals to current and prospective clients.
Creating new revenue streams by cultivating, packaging and
monetizing the ïŹrmâs intellectual property.
37. NEGOTIATE SOMETHING BOTH
PARTIES WANT TO MAXIMIZE
COST PRICE VALUE
SELLERâS PROFIT
(Agency)
BUYERâS PROFIT
(Client)
Matching Professional Buyers With Professional Sellers