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BOOK: Pricing Books Collection

As a value-add for our pricing professional followers, we have compiled a collection of the best pricing focused hard-copy books and e-books available.

The entries for each book are tagged by subject matter, include the author(s), publisher, date of publication, a picture of the front cover, and a brief summary.

For your convenience, we have also included a link to purchase them on-line. Buying through Pricing Resources helps support our efforts.

We also publish blogs in the Books category with our recommended reading for particular pricing topics.

To help your fellow pricing professionals, please add reviews and comments on the books. We also welcome recommendations for inclusion in our pricing book collection.

A few of our favorites books follow:

Pricing and Human Capital

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 and talent perspective. Furthermore, the literature is still silent on how to manage and develop pricing teams.

Pricing and Human Capital explores the specific nature of pricing human resources and focuses on how to manage pricing teams, pricing talent, pricing careers and how to organize the pricing function for success. It is dedicated to the pricing function and is aimed at helping pricing professionals manage their career within marketing, finance, sales or IT departments.

By focusing on specific practical tips, tools and recommendations that pricing and HR teams can adopt to improve their relationships, and including extensive interviews with senior pricing executives, it is the perfect toolkit for both HR and pricing professionals. This valuable textbook with its collection of cases in pricing will also be essential for students and tutors of marketing and sales.

Reviews

‘Stephan Liozu is respected worldwide as a thought leader in Change Management, Organizational Issues, and Pricing. Because of his varied areas of expertise, he has a wealth of information to offer to those who are interested in the Human Resources areas within the Pricing discipline. With its broad range of inputs from throughout the business world, this book will provide lots of insights to professionals who seek the right pieces to move their corporations forward.’ –Kevin Mitchell, President, The Professional Pricing Society, Inc., USA

About the Author

Stephan M. Liozu is Assistant Professor of Management and Strategy at Chatham University, USA. He is part of the faculty of and on the board for the Professional Pricing Society, the world’s largest organization dedicated to pricing. He is also Founder of Value Innoruption Advisors, USA.

Publisher:

Routledge (July 11, 2015)

Buy Now:
Pricing and Human Capital

 

 

8 Keys to Price Optimization

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Summary:

Price optimization enables companies to move beyond cost-plus pricing and determine the range of prices that could be charged for a variety of customers and products. Price optimization can increase current operating income by 1 to 4% of sales, which in many cases will translate into a 20 to 50% increase in operating income.

The most sophisticated optimization models available utilize highly sophisticated statistical tools and often, big data. You can buy pricing software that uses those sophisticated tools to help increase your profits. However, that pricing software can be expensive.

The good news is that you can improve your profitability with somewhat simpler tools and using smaller data sets. This e-book will help you get started.

Authors:

Scott Francis

Publisher:

Strategic Pricing Solutions – 2016

Download it here:
8 Keys to Price Optimization

 

 

The Pricing Journey

pricing_journey

Summary:

Innovations in pricing can be transformative, but to reach their potential companies must devote equal attention to technical and organizational capabilities. Most firms, however, only pay attention to the technical dimensions of pricing, which severely limits the success of their initiatives. To remedy this, The Pricing Journey provides an integrated guide to the organizational, social, and behavioral aspects of pricing—drawing on principles of socio-technical change. Based on extensive qualitative and quantitative research in an array of firms around the world, Stephan M. Liozu provides a practical roadmap for management teams that aim to reach a new level of pricing power.

Liozu introduces the 5 C model of transformation, which relies on change, capabilities, champions, confidence, and center-led organizational design to create effective and lasting pricing strategies. Rooting his recommendations in research and practice, Liozu proposes specific capabilities to develop on the road to pricing excellence. This book prepares pricing and marketing professionals to be true strategic partners, while contributing the study of pricing transformation.

Reviews

“Neither businesses nor business schools provide sufficient guidance and training for effective pricing practices. The Pricing Journey addresses this need. An insightful and highly informative book, one that will be a must-read for anyone involved in pricing management.”—Kent B. Monroe, author of Pricing: Making Profitable Decisions

“Changing an organizational culture from cost to value is a long and complex journey. In this book, Stephan Liozu outlines the key dimensions that are needed to successfully make this transformation. He reminds us that it is about organizational change and understanding true value delivery, as well as profit. A must-read full of important concepts and practical recommendations.”—John Jacko, SVP & Chief Marketing Officer, Kennametal

 
“Pricing management is a critical but underappreciated element of business success. Stephan Liozu’s book describes the journey towards pricing excellence and highlights the organizational strategies needed to raise the profile of this important function. By paying proper attention to capabilities, change management, design, and people skills, pricing professionals can achieve greater performance and, eventually, pricing excellence.”—Kevin Mitchel, President, Professional Pricing Society
 
About the Author
Stephan M. Liozu is Founder of Value Innoruption Advisors. He teaches at Case Western Reserve University’s Weatherhead School of Management, where he draws on over 20 years of global business experience to introduce disruptive approaches to strategy, innovation, and value management.

Publisher:

Stanford Business Books (April 29, 2015)

Buy Now:
The Pricing Journey

 

 

The Price Advantage (Second Edition)

The Price Advantage - Second Edition

Summary:

A comprehensive look at creating pricing strategies that work in both good economic times and bad

Written by three preeminent pricing experts at McKinsey & Company, the Second Edition of The Price Advantage is a practical pricing guide for the executive or pricing practitioner who wants to identify, capture, and sustain substantial pricing gains in their business.

Pricing is by far the most powerful profit lever that managers can influence. Yet few companies approach pricing in a way that fully capitalizes on its value. This Second Edition, a major revision and extension of the first book, shows you what it takes to achieve the price advantage in today’s competitive and complex business environments. Based on in-depth, first-hand experience with thousands of companies, this book provides managers with a pragmatic guide through the maze of pricing issues. It reinforces why pricing excellence is more critical than ever today and then explains state-of-the-art approaches to analyzing and improving your own pricing strategy and execution.

  • Explores the fundamental role of pricing infrastructure in achieving the price advantage
  • Includes new topics such as software and information products pricing, lifecycle pricing, custom-configured products pricing, pricing of high-count product lines, pricing in distributed sales environments, “razor/razor blades” pricing, and tiered products and services pricing
  • Revisits the full range of classic McKinsey pricing tools, including the pocket price waterfall and value maps

Engaging and informative, the Second Edition of The Price Advantage will put this essential discipline in perspective.

Authors:

Marn, Roegner, Zawada

Publisher:

John Wiley & Sons, Inc. – 2010

Buy Now:

The Price Advantage – Second Edition (Wiley Finance)

 

 

Six Sigma Pricing -Improving Pricing Operations to Increase Profits

Six Sigma Pricing- Improving Pricing Operations to Increase Profits

Summary:

Many companies have developed solid sales strategies– but without equally good pricing operations, those strategies alone will not add a dime to the bottom line.

The goal of pricing operations is to consistently control price deviations in transactions and contracts over time and across customer segments. This goal of ensuring the prices are not too low or too high in different transactions relative to guidelines lends itself perfectly to Six Sigma. Using the authors’ breakthrough Six Sigma-based approach, you can systematically eliminate pricing-related revenue leaks, driving higher profits without alienating customers. You’ll learn how to define pricing “defects,” gather and analyze relevant pricing data, review pricing-agreement processes, identify and control failures, implement improvements, and then ensure continuous, ongoing improvement in price, profits and customer satisfaction.

The book reflects the authors’ pioneering experience implementing Six Sigma pricing. Whether you’re a business leader, strategist, manager, consultant, or Six Sigma specialist, it will help you or your client recover profits that have been slipping through the cracks in pricing operations.

  • Learn why Six Sigma Pricing makes sense – Why you should target pricing operations, and how to do it
  • Identify profit leaks from inefficient pricing operations – Why “sloppy pricing” occurs, how to find it, and how to root it out 
  • Illuminate your current pricing processes, so you can improve them – Understand your market-facing and internally focused pricing processes pertaining to product launch and lifecycle price management, price increases due to escalation in costs of raw materials, promotions, and discounting
  • Set up your pricing operations for continuous improvement in line with your pricing and sales strategy – Use Six Sigma to improve and control processes, ensuring alignment with agreed-upon strategy for pricing and sales
  • Create an organization that is successful at pricing – Align different functions and levels of the company to achieve targeted profits

Authors:

ManMohan S. Sodhi, Navdeep S. Sodhi

Publisher:

FT Press – 2008

Buy Now:
Six Sigma Pricing: Improving Pricing Operations to Increase Profits