Are You Taking Full Advantage of the Pricing Window?
Prices tend to be seen as markers for individual transactions. In fact, the total realized price for many products and services takes into account the full set of related transactions that occur before, during and after the sale. It represents a window of opportunity that opens earlier, and stays open longer, than companies often realize.
Content: Article | Authors: John Hanson, Paul F. Nunes | Source: Outlook Journal (Accenture) | Subject: Pricing
Uncovering the Hidden Drivers of Demand: Customer Value Engineering™ Reveals What Matters Most
Customers often start a negotiation by emphasizing price and product features. These things always matter, of course. But buying decisions encompass many other considerations, such as reliability, service arrangements, certainty of delivery date, and the opinions of users inside the organization or expert analysts.
Cumulatively, these influences may account for 70% to 80% of the purchase decision. That’s why there is gold to be mined … [ Read more ]
Content: Article | Authors: John Hanson, Mike Sargent, Peter Frend | Source: Mercer Management Journal | Subjects: Management, Marketing / Sales