Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value

This book is ok for beginners, but the lessons aren't that sophisticated.

Value Based Pricing provides an excellent opportunity to learn, evaluate and implement VBP with minimum risk and then move to more sophistication as needed going forward. By writing in a clear and concise fashion and including case histories, you have opened up the opportunity for many companies to significantly improve their businesses and profitability.Your emphasis on the selling distribution channel is spot on. Providing the sales channel with a methodology to quantify the value proposition and in your words utilize revenue generation, cost reduction and emotional value where it makes sense to do so is a strong incentive.As a pricing consultant,Value Based Pricing is a must read for companies that are really serious about improving profitability and unifying their interdepartmental teams under the pricing banner.

It is useful in theory, but not so much in practice. It is recomended more for students than professionals trying to implement it.

Come on. Buy it now!Is an excellent book to starts to think about our time. This time that we need to create, capture and delivery value. But for that, is necessary to know how to price it. Macdivitt made a seminal contribuition over the possibility to executives (and professionals in general) to price your work/service. Is an good with a soft read, fast and rich comments!

A must read for every senior executive ... It takes more than a sales team to deliver Value--it takes a deeply rooted understanding throughout the organization. Wilkinson and Macdivitt provide a framework you can apply. I recommend this book to all my sales management clients, strategic plannin teams, and those sales pros who understand the power of delivering VALUE! This might be the best forty bucks you've ever invested.

This is a very useful book about how companies can alter their approach to marketing, sales, and price-setting in order to collect for the value they create for their business-to-business customers. MacDivitt and Wilkinson have obviously thought very deeply on these topics. Value-Based Pricing is well-written, thought-provoking, and contains lots of sound advice.I especially liked their spot-on skewering of the nine dubious assumptions underpinning Cost-Plus pricing methods (the default approach to pricing at many companies). The authors then explain how to gauge what products and services are worth to various customer segments and customers, so that more appropriate prices can be set or negotiated. They also provide guidelines for a value-oriented selling approach, and for implementing value-based pricing within a business organization. The authors support their thesis with numerous case studies, tables, and planning tools.It's great when you find a good read, and highly actionable information, in the same business book. Value-Based Pricing comes through on both counts.

As a practitioner with almost two decades of experience in all aspects of B2B pricing/selling [...], I found Value-Based Pricing an excellent addition to my library. In particular, the book helps by:- moving beyond theory to the "how to"- providing useful frameworks and tools that you can immediately begin to put to use in your business- linking value pricing to selling. Value pricing is a great concept, but it is worthless if the sales team can't sell on value. This book does a nice job of linking pricing and selling- addressing organizational and implementation issues related to value based pricingI've read many of the pricing books in print today. There are many very good ones. This book, along with Pricing with Confidence by Burton and Holden, is one of my favorites for its practical approach to quantifying, communicating and capturing value in B2B markets.

This is one of the best texts on this topic I have run up against so far. First the descriptions of pricing and how it is arrived at is succinct, clear and bang on the money. Second this is the first pricing book that really identifies how many objections that sale can find with changing the pricing strategy as well as the huge obstacle that sales is to implementation. Then they do show you how to capture customer value in order to extract the price you deserve. The case studies at the end of the book are a bonus for those serious about implementing value based pricing. This is a must have reference for sales and marketing organizations as well as CEO's. Plus with both authors from the UK, they do not waste a word- it is all clear and valuable.

Simple and clear concept you learn fast and can associate to real cases from your experience. Makes review the way you look to the daily business.

this is a really good book,i have many books but this one is what i was looking for .very complete .

Livro excelente com conceitos simples (às vezes óbvios) e exemplos práticos de como implementar VBP e Vbs nas organizações. No pain, no gain...Leitura obrigatória para todos os responsáveis por geração de valor para os clientes, independentemente de onde estejam na cadeia de valor.

I suppose this is a very good book for a starter in the Value-Pricing strategy.It explains the concept behind perceived value and gives some good ideas on how to change mind sets from the pure cost based / competition based approaches into a more modern Value based proposition.The text is very well written in a fluid and interesting consistent way.However, i guess each chapter is quite theoretical and the examples or cases presented are not very practical or are simply not explained in very detail, leaving room for some un-answered questions.Overall, i liked reading it.

I am thrilled at this book !! I was never aware before reading the book that you can make profit actually through effective pricing. I have read 3 books about pricing and I can garantee you that this is the best book so far about the subject. Thanks again to the authors for the pricing strategies they provided. I feel more confident in my capacity to market right now.