Summary: Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers […]
Get the whole truth, not just anecdotes or opinions | Strategic Pricing Solutions
Last week a friend told me that her sister’s business had overpaid their taxes and without justification the government would not refund the overpayment. I was skeptical of the story and responded that there is a very clear process for requesting refunds of overpaid taxes or applying them to the subsequent year, and the IRS […]
Summary: Now is the time to answer that “value” question so well and so completely that your organization thrives. The biggest winners in the 21st century will have value-based strategies, value-based innovation, value-based marketing, and value-based pricing. There has never been a more exciting and lucrative time to pay attention to value and turn a […]
Book: Pricing and Human Capital
Summary: The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals are often misunderstood and neglected from a career […]
Pricing Lessons from the Pharmaceutical Industry | Strategic Pricing Solutions
Over the past several months, pricing strategies and practices of the pharmaceutical industry have been a subject of discussion, many times for the wrong reasons. In particular, Valeant has come under extreme criticism for raising the prices of its drugs. Another company, Turing Pharmaceuticals raised the price of Daraprim from $13.50 to $750.00, an increase […]
Importance Prices for laboratory and other clinical services vary widely. Employers and insurers increasingly are adopting “reference pricing” policies to create incentives for patients to select lower-priced facilities. Objective To measure the association between implementation of reference pricing and patient choice of laboratory, test prices, patient out-of-pocket spending, and insurer spending. Design, Setting, and Participants […]
Connect with us on the following social media platforms.
