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Journals

Method to Determine the Income Forecast for the Sustainability of the Profit Margin

In this article, the author presents a methodology for accurately projecting sales budgets. Specifically, the methodology presents a series of five equations that can be used to determine the income forecast necessary for the sustainability of current profit margins, which the author calls the IFSPM Method. Examples are provided to demonstrate the methodology’s applicability in both project and service-driven businesses. Carlos Hugo Barbery Alpire is an Economist DAEN and an instructor in price management and business management. He is a member of the Council of Researchers in the area of Economic Development of the National Academy of Sciences of Bolivia, in Santa Cruz. He is currently Planning and Prices Manager
at ROHO Homecenter. He can be reached at hugo.barbery@gmail.com. Continue reading

Competitive Intelligence for Value-Based Pricing and EVE

In order to design and deploy value-based strategies, including value-based pricing, firms must be equally obsessed with obtaining deep customer insights and deep competitive information, as the author explains. Stephan M. Liozu, PhD is Chief Value Officer of the Thales Group (www.thalesgroup.com) and an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. He holds a Ph.D. in Management from Case Western Reserve University (2013), an MS in Innovation Management from Toulouse School of Management (2005), and an MBA in Marketing from Cleveland State University
(1991). He is a Certified Pricing Professional (CPP), a Prosci certified Change Manager, and a Strategyzer Business Model Innovation Coach. He authored five books, including his most recent entitled Monetizing Data (2018). He sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society. Continue reading

A Pricing Playbook for Emerging Markets

Pricing may not be the glitziest element in the marketing mix, but when carefully considered and applied, it often proves to be the most powerful. Few MNCs, therefore, are likely to win in emerging markets unless they learn how to come up
with innovative pricing strategies and deploy them more effectively, as the authors explain. Rich Hutchinson is Managing Director & Senior Partner; Global Leader, Marketing, Sales & Pricing Practice (Atlanta office) and Matt Beckett is Partner
& Director, Pricing (Singapore office at Boston Consulting Group). They can be reached via www.bcg.com. Rob Docters, Sudipto Banerjee, and Chris Griffith are all BCG alumni who contributed to this article. Continue reading

The Price of Pricing Effectiveness: Is the View Worth the Climb?

In this article, the author analyzes several commonalities associated with enhanced performance in pricing inherent in high-preforming companies. She also provides multiple examples of companies at varying stages of pricing transformation as well as different pricing implementation strategies in varying industries to give pricers strategies and insights they can employ in their own pricing journeys. Julie Meehan is a principal in the Customer & Marketing practice of Deloitte Consulting LLP. She can be reached at jmeehan@deloitte.com. The author would like to acknowledge the contributions of Chuck Davenport, Shruti Kahlon, Michael Hart, and Matthew Herbein, all formerly of Deloitte Consulting LLP. Continue reading

What Percent of Value Should We Capture in Price? Framing the Question Influences the Outcomes

The question of how value should be split arises repeatedly in customer-value-centric organizations. It should be addressed in a thoughtful and systematic way. When building a product development or launch plan, teams debate feasible pricing ranges based on capturing value. Product teams who incorporate value into their discussions indicate that it helps them understand their positioning better and that it makes their decision-making customer-centric. In this article, the author presents several approaches to framing the value-capture questions and developing effective value-pricing strategies. Peyton Marshall is CEO and Chairman of the Board of LeveragePoint. He can be reached at pmarshall@leveragepoint.com. Continue reading

Status of the Pricing Function in Large Firms

In this article, the author presents the findings from his recent pricing industry research study implemented to determine the growth of pricing in large organizations. Stephan M. Liozu, PhD is Chief Value Officer of the Thales Group (www.thalesgroup.com) and an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. He holds a Ph.D. in Management from Case Western Reserve University (2013), an MS in Innovation Management from Toulouse School of Management (2005), and an MBA in Marketing from Cleveland State University (1991). He is a Certified Pricing Professional (CPP), a Prosci certified Change Manager, and a Strategyzer Business Model Innovation Coach. He authored five books, including his most recent entitled Monetizing Data (2018). He sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society. Continue reading