The Pricing For Value report helps service providers improve profitability by knowing the customers' issues before quoting a solution and a price. Perfect for any company that needs to rethink how they price their services. It discusses how to make pricing models based on the value to the client's business.
Published 2006
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Benefits:
This report provides digital printers with a guide to increasing their profitability through pricing based on value, not on cost. It is not easy to implement value-based pricing if you are used to other methods of pricing. You have to have to change your approach to the sales process, you have to learn more about the customer, and you have to consider taking on services beyond printing. But it can be done, and you can do it if you implement the six key practices described here.
Description:
This 22-page report reviews the six best practices of Pricing for Value:
1. Know When to Talk Price
2. Talk to the Right Person
3. Find the Customer's Pain Points
4. Build the Value Model
5. Make the Price Fit the Value (and Risk)
6. Capture the Value in Non-Print Services
