Читать книгу Pricing Strategies for Small Business - Andrew Gregson - Страница 26

• The company has a decent profit

• The owner is paid a reasonable wage

• The company and the owner pay their taxes

• The company has no difficulty finding the cash to pay the bills

• The company attracts the best quality customers who are willing to pay for the value added by the company

• The company’s return on investment is better than that of a bank account

• The bids on jobs are planned to leave no money on the table

• The company loses a pre-determined percentage of jobs to lower bids

In the appendices you will find calculations to help you decide whether, in your business, the problem of low profits is the fault of low prices or some other factor.

The next chapter concerns itself with existing pricing methods, how they work, and their downfalls. After that, the balance of the book is concerned with ways to raise prices by showing real and demonstrable value in what your company offers.

1. Baker, Ronald J. Pricing on Purpose: Creating and Capturing Value. John Wiley and Sons Inc. Hoboken, New Jersey. 2006