As a Sales and Marketing Executive, I am constantly bombarded by email and offers from companies who want to “make my world better.” To be honest, it is nice to be the customer once and awhile. Recently, I received a pricing strategy document that, while a solicitation to consult with our company, was a great reminder that for many companies “pricing strategy” is often a point in time exercise and not generally positioned as a competitive weapon. I have attached the link for your perusal .
http://managedvideoblog.com/AtengaTenPricingMistakes.pdf
The document offers a series of questions, processes and common mistakes companies make and explores how pricing, when done well, can protect firms from commoditization and help them extract additional value based on market perception of their products, not their own. A good quick read and some great nuggets in there.