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After the challenge of effectively positioning a service, the equally challenging task of actually pricing that service still awaits the management team. Personally, the author has seen very little written on how to face this challenge. Everyone wants to do value based pricing. "Hey, that is where the margin is". But what does "value based pricing" really mean? More importantly, what information is required to get there? In this paper, the author will provide a framework service managers can use to baseline their service pricing strategy.
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