Are you applying best practices in your pricing?

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Enabling innovation and driving to alignment - an interview with Bob Vezeau of Westrock

Enabling innovation and driving to alignment - an interview with Bob Vezeau of Westrock

Pricing excellence has made a major contribution to Westrock’s bottom line. Here we speak with pricing leader Bob Vezeau on how he has developed pricing capability for a company that brings innovative solutions to a commoditized market (packaging) and does so at scale.

Pricing in the context of strategic choices

Pricing in the context of strategic choices

Pricing is often seen as a tactical discipline, one that comes way down in the strategic hierarchy. But one can only make effective pricing choices in the context of strategy. Roger Martin’s cascading choices provide a powerful way to organize thoughts around pricing strategy and execution.

Bringing science discipline to pricing - an interview with Joseph Schneider of Becton Dickinson

Bringing science discipline to pricing - an interview with Joseph Schneider of Becton Dickinson

Becton Dickinson is one of the world’s leading providers of medical equipment and technology. Over the past decade it has come to focus on customer experience and the delivery of solutions. Here we interview pricing leader Joseph Schneider on the challenges and opportunities for pricing at Becton Dickinson.

Are you pricing the experience or the outcome?

Are you pricing the experience or the outcome?

There is a tension in service design between outcomes and experience. Given its roots in the design world, service design is often focussed on the experience. But in some cases the outcome is all that matters. In others, the experience is the outcome. This can complicate the pricing of services and new models are needed.

Service design and pricing

Service design and pricing

Service design has emerged as a core business discipline. It helps customers get full value from offers and organizations to realign around providing that value. Pricing and value are central to service design. How do service design and pricing interact? We begin to explore these ideas here.

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