Harry Macdivitt served as marketing director in a leading electronic controls company, with specific responsibility for strategic management, new product marketing, and development for U.K. and international markets (United States, Russia). He has run training programs for corporations in the United Kingdom, European Community, North America, and China and works regularly with growth-oriented small- and medium-sized businesses.
Mike Wilkinson works worldwide with clients across a diverse range of industries and business sectors focusing on value and value selling. He has worked in a wide range of senior sales positions and has experience of fast-moving consumer goods as well as business-to-business sales.

A groundbreaking pricing model for the new business landscape

Low-cost competitors. Commoditized products. Empowered buyers. Intangible digital offerings. Each one of these introduces a unique challenge to pricing; added together, they render traditional pricing methods useless. You need a model designed for a world of commerce radically (and permanently) altered by new technologies and rapid globalization.

In Value-Based Pricing, global business consultants and experts in value-based selling explain how to use value to inform marketing, selling, negotiation, and pricing decisions in a B2B setting.

The key to getting the price you want is to create a unique value proposition for the customer, and to base the price on that value. It's how Apple gets away with charging [...] for an iPad when higher-memory HP Netbooks sell for [...], and why bottled water in the U.S. is a multi-million dollar industry when American tap water is safe and free.

This is the only strategy suited to tackling the problems you're facing today. Value-Based Pricing provides everything you need to stay profitable while preserving customer goodwill.