"Value-based pricing-pricing a product or service according to its value to the customer rather than its cost-is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this...

Part I. Introduction -- Part II. Selling value : value quantification capabilities -- Part III. Selling value : best practices in value quantificiation -- Part IV. Buying on value : value quantification and B2B purchasing -- Part V. Value quantification and organizational change management --...