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  1. Implementing Value Pricing: A Radical Business Model for Professional Firms (Wiley Professional Advisory Services)
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  2. Implementing Value Pricing: A Radical Business Model for Professional Firms (Wiley Professional Advisory Services)

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Additional Information

Praise for Implementing Value Pricing

A Radical Business Model for Professional Firms

"Ron Baker is the most prolific and best writer when it comes to pricing services. This is a must-read for executives and partners in small to large firms. Ron provides the basics, the advanced ideas, the workbooks, the case studies—everything. This is a must-have and a terrific book."
— Reed K. Holden founder and CEO, Holden Advisors, Corp., Associate Professor, Columbia University

"We've known through Ron Baker's earlier books that he's not just an extraordinary thinker and truly brilliant writer—he's a mover and a shaker on a mission. This is the End of Time! Brilliant."
—Paul Dunn Chairman, B1G1®

"Implementing Value Pricing is a powerful blend of theory, strategy, and tactics. Ron Baker's most recent offering is ambitious in scope, exploring topics that include economic theory, customer orientation, value identification, service positioning, and pricing strategy. He weaves all of them together seamlessly, and includes numerous examples to illustrate his primary points. I have applied the knowledge I've gained from his body of work, and the benefits to me—and to my customers—have been immediate, significant, and ongoing."
—Brent Uren Principal, Valuation & Business Modeling Ernst & Young®

"Ron Baker is a revolutionary. He is on a radical crusade to align the interests of service providers with those of their customers by having lawyers, accountants, and consultants charge based on the value they provide, rather than the effort it takes. Implementing Value Pricing is a manifesto that establishes a clear case for the revolution. It provides detailed guidance that includes not only strategies and tactics, but key predictive indicators for success. It is richly illustrated by the successes of firms that have embraced value-based pricing to make their services not only more cost-effective for their customers, but more profitable as well. The hallmark of a manifesto is an unyielding sense of purpose and a call to action. Let the revolution begin."
—Robert G. Cross, Chairman and CEO, Revenue Analytics, Inc. Author, Revenue Management: Hard-Core Tactics for Market Domination

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Specifications

Country
USA
Author
Ronald J. Baker
Binding
Kindle Edition
Edition
1
EISBN
9780470929568
Format
Kindle eBook
Label
Wiley
Manufacturer
Wiley
NumberOfPages
405
PublicationDate
2010-11-29
Publisher
Wiley
ReleaseDate
2010-11-29
Studio
Wiley
Most Helpful Customer Reviews

Not that this book needs another five star review, but I have a reason for chiming in. I was reading Ron's books starting around 2005 or so, and while I loved the way they made me think about everything. After writing five books that I know of, Ron produced this work, which summarizes everything from previous books and offers a hands-on approach to his value pricing model.

Now, Ron is an accountant. This means you have to be able to think about what he is saying in your own context. He cannot give you your context, only his own. This doesn't make what he says any less useful in any professional service. The idea of value creation as a measure of company plus customer profit, and how to apply this concept to define price, is applicable to anyone who uses their brain to make money. And there are many ways to think of a fabrication company as a professional service provider, so no one is entirely excluded.

Another selling point for this book is that this is where... Read more
Incredibly informative, with practical
implimnetstion advice. A must read for anyone in our office. Well worth the college text book price tag.
This book has been a very great help in the process of upgrading my my consulting practice. Baker presents the idea that professional advisers should have in mind that we are (or should be) giving our clients (which he calls customers) a crowbar with which to open a treasure chest. If so, ten times the price would still be a bargain.

We should not offer our services at a cheaper price merely because, for example, we may have lower fixed overhead. Value drives price, not cost. If we have significant intellectual capital (as defined by Baker), offering it at a lower price devalues it and sacrifices a significant amount of profit.

We should focus on the totality of our services our firm provides the customer or client and consider bundling them together into a fixed price agreement, not an hourly rate agreement. The billable hour becomes the floor, not the ceiling.

Baker outlines methods of qualifying the right customers/clients, the sins of hourly... Read more
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