Our partners at LeveragePoint have made available a number of articles that we have written with our colleagues over the years. These cover many aspects of value-based product development, pricing, marketing and sales. We will add new articles and white papers as they are written, and will expand this to cover emerging best-practices.
Value-Based Strategy Resources
- A Question of Value by Gerald Smith & Thomas Nagle
- Customer Value-Based Pricing Strategies by Andreas Hinterhuber
- Driving Growth with New Products: Common Pricing Traps to Avoid by John Hogan and Tom Lucke
- How to Manage an Aggressive Competitor by George Cressman, Jr. & Thomas Nagle
- How to Pull It Off – Raising Prices When Others Have Given Their Customer the Power to Set Prices by Thomas Nagle
- Managing Price Competition by Thomas Nagle
- Money-Back Guarantee…and Other Ways You Never Thought to Sell Your Drugs by Thomas Nagle.
- Pricing the Differential by Gerald Smith & Thomas Nagle
- Reaping What You Sow by George Cressman Jr.
- Stop Reacting to Buyers’ Price Expectations; Manage Them by Thomas Nagle, Joseph Zale and John Hogan
- Towards Value-Based Pricing – An Integrative Framework for Decision Making by Andreas Hinterhuber
- What is Strategic Pricing? by John Hogan and Thomas Nagle
- When You’ve Lost the Power to Set Prices by Cameron McClearn
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