Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation - Hardcover

by Reed K. Holden (Author), Jeet Mukherjee (Author)

Navigate Inflation, Keep Valuable Customers, Increase Profits

As you read this, inflation is steadily and (not so) slowly eating into your profit margins. Simultaneously, your sales teams are using discounts and rebates as crutches to help them close sales, even as this habit threatens the profitability of your business.

In the newly revised second edition of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation, world-renowned pricing consultants and thought leaders Reed K. Holden and Jeet Mukherjee deliver a compelling argument against the conventional view that there is a tension between revenue growth and profit growth. In the book, you'll learn how your firm can enjoy both even as it stays ahead of inflation.

The authors also explore:

• The importance of a sound pricing strategy to protect profits
• How stellar analytics and quality metrics can help you set the perfect price
• Innovation as the life blood of organizational growth
• How to set sales team and customer expectations, keep valuable customers, and achieve value from technology
• Building your "selling backbone" to prepare for tough negotiations and draft profitable RFPs

A can't-miss update to one of the most valuable pricing resources on the market today, Pricing with Confidence belongs in the libraries of pricing managers, executives, founders, entrepreneurs, independent professionals, and anyone else expected to help their organization grow revenues while simultaneously improving margins.

Front Jacket

In an inflationary world, how can we survive and continue to profit without losing customers? Pricing with Confidence has a solution. If customers understand that they're getting more value for their money, they can agree to higher prices without turning toward the competition. It might sound like a tough sell, but when everyone gets involved--marketing, sales, management--finding and expressing that value proposition can become a reality. And at the end of that path lies revenue and profit.

In this new edition, updated to reflect current economic realities and the need to raise prices, readers will learn the 10 rules that will help them stay profitable without alienating customers. Among them is the surprising-but-true advice that continual price discounting isn't necessary to retain customers. In fact, if we understand and demonstrate the value of what we're selling, we can actually increase prices, establish healthy profit margins, and enjoy robust revenue growth.

If we can stay ahead of the game, we don't have to lose out. Pricing with Confidence demonstrates that, when everyone in a firm feels 100% confident in the pricing, customers will follow suit. These ten simple and practical rules help senior leaders prepare for inflation, tackle rampant price discounting, negotiate with poker-playing customers, and protect the value a company works so hard to create.

Back Jacket

PRAISE FOR pricing with confidence

"This book does exactly what it says in its title: It enables you to price with confidence! I have found it invaluable."
--Mark James, EVP, Global Pricing

"The Holden Team opened up our thinking with lessons from this book and helped us recognize that we are generally the preferred provider and should be able to command a higher price for our consulting services, because of the value we deliver. Now we rarely compete on price. And, we were able to build a long-term pricing strategy that allowed us to continue to gain and maintain market share."
--Michael McNulty, Partner Lead, GovCon Special Advisory Group, Citrin Cooperman, LLP

"Amidst the lurking 2019 recession, a world hit with the COVID-19 Pandemic, and 40 year-high inflation, good pricing has gained ever more importance for companies across the globe. Reed and Jeet's revised edition of Pricing with Confidence comes with practical insights to help businesses craft effective pricing strategies aligned with its business goals which protect margins, retain clients, and improve profits in growing businesses."
--Vishal Kumar, CEO and Entrepreneur, ACMECAST

"Focusing on profitability is a key to success in volatile markets. That s why the positioning and focus of this book is so timely and effective in helping companies stay ahead of competitors."
--Andrew Fisher, Founder and CEO, Myriad360

"As we transform our supply chain to support a higher mix of digital purchasing, companies must re-evaluate what it takes to succeed in this rapidly changing business environment. This book is timely and provides an insightful set of guidelines to win today and in the future."
--Ken Beyer, CEO, Transportation Insight

Author Biography

DR. REED K. HOLDEN (right) is Founder of Holden Advisors, consultancy to senior executives in Fortune 500 companies. Dr. Holden is co-author of the second and third editions of The Strategy and Tactics of Pricing. He is also the author of the first and second editions of Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value.

JEET MUKHERJEE (left) is Vice President, Head of Pricing at Holden Advisors, and has two decades of global experience in management consulting, strategy, analytics, marketing and pricing. He holds an MBA from Boston University s Questrom School of Business and has worked with clients in the distribution, pharmaceutical, healthcare, and technology sectors.