Value first, then price

Routledge

Our masterpiece: This book provides frameworks and best practices to master the key, fundamental challenge of pricing in B2B: quantifying and documenting value. Most managers are too obsessed with price and not enough with value: academics and practitioners from companies such as DHL, SKF and others show how to get the balance right.

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Publications

Pricing is the most important driver of profits; surprisingly, it is also the area most executives overlook.
This research shows how to overcome common Pricing misconceptions.
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