Baker Implementing Value Pricing

A Radical Business Model for Professional Firms
1. Auflage 2010
ISBN: 978-0-470-92955-1
Verlag: John Wiley & Sons
Format: PDF
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 400 Seiten, E-Book

Reihe: Wiley Professional Advisory Services

Praise for Implementing Value Pricing: A Radical BusinessModel for Professional Firms
"Ron Baker is the most prolific and best writer when it comes topricing services. This is a must-read for executives and partnersin small to large firms. Ron provides the basics, the advancedideas, the workbooks, the case studies--everything. This is amust-have and a terrific book."
--Reed K. Holden, founder and CEO, Holden Advisors,Corp., Associate Professor, Columbia Universitywww.holdenadvisors.com
"We've known through Ron Baker's earlier books that he's notjust an extraordinary thinker and truly brilliant writer--he'sa mover and a shaker on a mission. This is the End of Time!Brilliant."
--Paul Dunn, Chairman, B1G1 www.b1g1.com
"Implementing Value Pricing is a powerful blend oftheory, strategy, and tactics. Ron Baker's most recent offering isambitious in scope, exploring topics that include economic theory,customer orientation, value identification, service positioning,and pricing strategy. He weaves all of them together seamlessly,and includes numerous examples to illustrate his primary points. Ihave applied the knowledge I've gained from his body of work, andthe benefits to me--and to my customers--have beenimmediate, significant, and ongoing."
--Brent Uren, Principal, Valuation & BusinessModeling, Ernst & Young www.ey.com
"Ron Baker is a revolutionary. He is on a radical crusade toalign the interests of service providers with those of theircustomers by having lawyers, accountants, and consultants chargebased on the value they provide, rather than the effort it takes.Implementing Value Pricing is a manifesto that establishes aclear case for the revolution. It provides detailed guidance thatincludes not only strategies and tactics, but key predictiveindicators for success. It is richly illustrated by the successesof firms that have embraced value-based pricing to make theirservices not only more cost-effective for their customers, but moreprofitable as well. The hallmark of a manifesto is an unyieldingsense of purpose and a call to action. Let the revolutionbegin."
--Robert G. Cross, Chairman and CEO, Revenue Analytics,Inc. Author, Revenue Management: Hard-Core Tactics for MarketDomination www.revenueanalytics.com

Autoren/Hrsg.

Baker, Ronald J.

Inhaltsverzeichnis

Foreword.
Preface.
About This Book.
About the Web Site.
About the Words Used in This Book.
Acknowledgments.
About the Author.
PART I A RADICAL BUSINESS MODEL.
CHAPTER 1 The Firm of the Past.
CHAPTER 2 The Firm of the Future.
PART II FOUNDATIONS OF CREATING VALUE.
CHAPTER 3 Why Are We in Business?
CHAPTER 4 A Tale of Two Theories.
CHAPTER 5 Four Ps and Five Cs.
CHAPTER 6 What People Buy.
CHAPTER 7 How People Buy.
CHAPTER 8 Your Firm's Value Proposition.
CHAPTER 9 The Consumer Surplus and Price Discrimination.
CHAPTER 10 Macro Pricing Strategies.
CHAPTER 11 Price the Customer, Not the Service.
CHAPTER 12 There Is No Such Thing as a Commodity.
CHAPTER 13 Baker's Law: Bad Customers Drive Out Good Customers.
CHAPTER 14 Value Pricing and Self-Esteem.
CHAPTER 15 Ethics, Fairness, and Value Pricing.
PART III THE GENESIS AND CONSEQUENCES OF HOURLY BILLING AND TIMESHEETS.
CHAPTER 16 A Brief History of Hourly Billing and Timesheets.
CHAPTER 17 The Deleterious Effects of Hourly Billing.
PART IV WHAT REPLACES HOURLY BILLING AND TIMESHEETS.
CHAPTER 18 Why Carthage Must Be Destroyed.
CHAPTER 19 Price-Led Costing Replaces Hourly Billing.
CHAPTER 20 The Wrong Mistakes.
CHAPTER 21 Who Is in Charge of Value?
CHAPTER 22 Measure What Matters to Customers.
CHAPTER 23 Firm-wide Key Predictive Indicators.
CHAPTER 24 Knowledge Worker Key Predictive Indicators.
CHAPTER 25 After Actions Reviews.
CHAPTER 26 O'Byrne & Kennedy: A Firm of the Future.
PART V EIGHT STEPS TO IMPLEMENTING VALUE PRICING.
CHAPTER 27 The Eight Steps at a Glance.
CHAPTER 28 Step One: Conversation.
CHAPTER 29 Step Two: Pricing the Customer: Questions for the Value Council.
CHAPTER 30 Step Three: Developing and Pricing Options.
CHAPTER 31 Step Four: Presenting Options to the Customer.
CHAPTER 32 Step Five: Customer Selection Codifi ed into the Fixed Price Agreement.
CHAPTER 33 Step Six: Proper Project Management.
CHAPTER 34 Step Seven: Scope Creep and Change Orders.
CHAPTER 35 Step Eight: Pricing After Action Reviews.
PART VI INFLECTION POINT.
CHAPTER 36 No One Can Forbid Us the Future.
CHAPTER 37 Declaration of Independence.
Bibliography.
Index.

Über Autor(innen)

RONALD J. BAKER is the author of Professional's Guide to Value Pricing, Sixth Edition; The Firm of the Future; Pricing on Purpose; Measure What Matters to Customers; and Mind Over Matter. He is founder of VeraSage Institute, the leading think tank dedicated to teaching value pricing to professionals around the world.