Description
The definitive guide on how to price services to deliver profit, fund for product development and meet the needs of the customer/client at a price they are happy to pay. As traditional manufacturing companies move to service provision, what pricing model should they develop and what buyer behaviour model should they nurture? What happens if you get your services offering right, but your pricing model wrong? Mastering Services Pricing shows you how to create pricing that allows you to deliver maximum profit and high client satisfaction. 1 How clients buy services 2 Cost-plus pricing and beyond 3 Pitching for work 4 Negotiating price 5 The pricing lever 6 Alternative fees 7 Pricing tactics 8 Drivers of value 9 Learning from industry 10 Saving clients money 11 Pricing controls and capabilities
