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Pricing on Purpose: Creating and Capturing Value
by Ronald J. Baker
from Wiley
Customer Reviews:
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Avg. Customer Rating: 4.5 / 5.0 
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Don't compete on lowest price, compete on great value for price 
This is a terrific book explaining the power of pricing, the economics of value, and how you can capture more of it as profit for your firm. Ronald Baker is very much against the notion of simply cutting prices to try and win in the marketplace. Your job, as he sees it, is to create more value and become more profitable. I think he is right.
He provides 22 short chapters that explain his ideas in plain and understandable English. This is a big feat when discussing even basic economic concepts. He does... more info
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Change your business for the better
"If you charge for the demonstrated outcome the customer achieves, then and only then are you in the transformation business"
In the first book in his Intellectual Capitalism series, Ron Baker returns to the topic that has seen him named in the World's 100 Most Influential Accountants: value pricing.
Unlike his previous works, "Pricing on Purpose" is not devoted only to professional service firms (or professional knowledge firms in Baker's terminology) but all business organisations. However, the... more info
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The Right Place to Start 
As a management consultant, I work with clients every day that set prices based upon fear, ignorance or a best guess at what the market will bear. Too many small and medium size businesses set a price for a commodity yet deliver value as a service - how about getting paid for the value! I appreciate Ron Baker's straightforward approach toward pricing with strategies provided that enable pricing to be purposeful, but it begins with leadership.
Do any organizations provide a tangible product without a... more info
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Required reading for any pricing pro
Another valuable addition to your pricing library. Cannot replace Strategy and Tactics as your pricing workhorse but provides more ammunication (my word) to help you make the case for value based pricing in your organization. Only weakness is that he takes 100 pages to to make the case against cost+ pricing. Unless you are a hardhead or firmly in the cost+ camp, just skip this part of the book.
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