This is by far the best introductory pricing book. It covers the basics well and has a good explanation of some of the newer area such as analytics and yield management.
This is the premier graduate textbook in pricing. Getting a bit to complicated for the practioner but still a worthwhile read.
Senior pricing leaders need to have some level of expertise in costing. Since many come from finance, that helps. This book formed the basis of that move, still in progress, to Activity Based Costing. Many of the ABC programs still allocate fixed costs, which are a problem to advanced pricers but you should already know not to allocate fixed costs for pricing decisions in a well-controlled pricing environment.
Since most of us work in mature markets, this is an essential book for all professional pricers since it deals explicitly with price competition in a mature market.
Dr. Cross is the father of modern-day revenue management. As such, this book as a classic story of how it all started and the dramatic results it drove for its early adopters.
Chris Voss was the lead negotiator for the FBI for several decades and has some of the best advice on price execution through the salesforce.
This is a terrific book on how to get yourself and your company moving forward in a positive direction.
As you try to move your organization forward, people with a fixed mindset will often get in your way. Understanding the difference between having a fixe or a growth mindset is an important thing for a leader. The bad news is that some with a fixed mindset will never change. The good news is that some will and this book gives advice on how they can get themselves there.
This is one of the two best books on turning a troubled organization around. Capt. Abrashoff took one of the worst performances subs in the Navy fleet and turned it around to the best…a great story for all.
Mike is now a speaker at: www.michaelabrashoff.com
Yup, an oldie but certainly a goodie. This is a terrific story about how Nucor Steel, on the edge of extinction like many of the steel mills used practical methods and few resources to create steel mini-mills. I hear a lot of leaders complaining about resources….read this and you’ll start using what you’ve got to cut through the BS and get the job done.
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