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The Price Advantage
A comprehensive look at creating pricing strategies that work in both good economic times and bad
Written by three preeminent pricing experts at McKinsey & Company, the Second Edition of The Price Advantage is a practical pricing guide for the executive or pricing practitioner who wants to identify, capture, and sustain substantial pricing gains in their business.
Pricing is by far the most powerful profit lever that managers can influence. Yet few companies approach pricing in a way that fully capitalizes on its value. This Second Edition, a major revision and extension of the first book, shows you what it takes to achieve the price advantage in today's competitive and complex business environments. Based on in-depth, first-hand experience with thousands of companies, this book provides managers with a pragmatic guide through the maze of pricing issues. It reinforces why pricing excellence is more critical than ever today and then explains state-of-the-art approaches to analyzing and improving your own pricing strategy and execution.
Explores the fundamental role of pricing infrastructure in achieving the price advantage Includes new topics such as software and information products pricing, lifecycle pricing, custom-configured products pricing, pricing of high-count product lines, pricing in distributed sales environments, "razor/razor blades" pricing, and tiered products and services pricing Revisits the full range of classic McKinsey pricing tools, including the pocket price waterfall and value maps Engaging and informative, the Second Edition of The Price Advantage will put this essential discipline in perspective.
Written by three preeminent pricing experts at McKinsey & Company, the Second Edition of The Price Advantage is a practical pricing guide for the executive or pricing practitioner who wants to identify, capture, and sustain substantial pricing gains in their business.
Pricing is by far the most powerful profit lever that managers can influence. Yet few companies approach pricing in a way that fully capitalizes on its value. This Second Edition, a major revision and extension of the first book, shows you what it takes to achieve the price advantage in today's competitive and complex business environments. Based on in-depth, first-hand experience with thousands of companies, this book provides managers with a pragmatic guide through the maze of pricing issues. It reinforces why pricing excellence is more critical than ever today and then explains state-of-the-art approaches to analyzing and improving your own pricing strategy and execution.
Explores the fundamental role of pricing infrastructure in achieving the price advantage Includes new topics such as software and information products pricing, lifecycle pricing, custom-configured products pricing, pricing of high-count product lines, pricing in distributed sales environments, "razor/razor blades" pricing, and tiered products and services pricing Revisits the full range of classic McKinsey pricing tools, including the pocket price waterfall and value maps Engaging and informative, the Second Edition of The Price Advantage will put this essential discipline in perspective.
537 pages, Kindle Edition
First published May 11, 2010
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Displaying 1 - 4 of 4 reviews
September 9, 2020
Wonderful book on pricing strategy. Might be one of the most accessible books on pricing out there.
The authors gave a very structured approach to thinking about pricing - 3 levels and an overarching pricing infrastructure foundation.
The 3 levels are: Market level, Customer level, and Transaction level.
Will finish this review at a later date, after i’ve consolidated my learnings on it.
The authors gave a very structured approach to thinking about pricing - 3 levels and an overarching pricing infrastructure foundation.
The 3 levels are: Market level, Customer level, and Transaction level.
Will finish this review at a later date, after i’ve consolidated my learnings on it.
June 22, 2024
Gospel of pricing
March 23, 2011
A really good overview of pricing strategies, levers, and how to think about setting product/services pricing. A must read for anyone new to the pricing game and definitely a good starting point for more advanced and detailed pricing strategies. Definitely recommended.
August 30, 2016
Interesting book about improving Pricing methodology in any company. Going from the most granular transactions to pricing infrastructure.
It introduces a few cutting edge concepts like the pocket price waterfall.
It introduces a few cutting edge concepts like the pocket price waterfall.
Displaying 1 - 4 of 4 reviews