Break through barriers in your current pricing practices
December 10, 2007
MDM Audio Conferences recently featured consultant Mike Marks and attorney Gene Zelek in Strategic Pricing: Create a Value-Based
Approach." The two told participants they must go beyond traditional pricing practices, segment customers and not be afraid
to differentiate based on price. This article is based on that audio conference.
If you are implementing
a pricing structure from scratch, and want to unfreeze an organization from its old habits, plan for at least 12 months of
work to "make it stick." Keep in mind: "It's more than just coming up with a new price sheet and imposing it," says Mike
Marks, a principal in Indian River Consulting Group.
Here are a few thoughts to get you started.
Legal Hang-ups One of the first ...