The Strategy And Tactics Of Pricing by Thomas Nagle and Reed Holden
Business Book Review - 5 Stars
Pricing is where your strategy is either tested and proven or fails. It is very much where the rubber meets the road and in "The Strategy and Tactics of Pricing: A Guide to Growing More Profitably" you have what is widely recognised as the world's best pricing book.
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Competing On Value by Mack Hanan and Peter Karp
Book Review - 4.5 Stars
"Competing on Value" by Mack Hanan and Peter Karp is a terrific book that was published back in 1991. I wish I could remember who recommended it to me.
Is Competing On Value a sales book? Yes.
Is it a pricing book? Yes.
Is it a marketing book? Maybe.
The concept of economic customer value is now well established in some of the more specialised sectors of marketing and pricing but when "Competing On Value" was published, I believe that the concept of fixing your price on the value (or gain) your customer made from buying was very new.
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Pricing On Purpose by Ron Baker
Book Review - 4 Stars
I am fascinated by the subject of pricing.
Ron Baker is responsible for changing the thinking of many accounting and legal professionals on how they should be pricing, not based on clocked hours but on value to the client (see Value Pricing & Accountants on my Business Coaching blog.
Ron issued a follow up in 2006 called "Pricing On Purpose" which moves value-based pricing out of professional services and into the mainstream.
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