Someone once told me “you can say anything to anyone if you say it appropriately.” It’s become one of my oft-repeated phrases. But how well does this theory hold when you’re communicating a price increase? Consider further that the rate is for an on-going service for which customers become accustomed and familiar with paying a…
I recently reviewed a question posed on a LinkedIn pricing group regarding pricing in a service-related industry. The writer wanted to know how to “beat the commodity spiral” when pricing for B2B services industries. One of the first responders addressed the concept of understanding the key attributes of a company’s service to its customers and…
Nicolene Barnard says:
100% agree. Marco Bertini, Professor at London Business School will...
Marcel van Harrewijen says:
Totally agree! There are a lot of product managers who mistakenly...
Steve Sassi says:
Strongly agree! You cannot avoid the commodity trap unless you understand,...
Reno Koepp says:
A great article with many interesting examples of alternative and innovative...
What customers are looking for | kundennutzen says:
[...] often complain because their price is too high. But, according...
