In Topics

“Take what you want, God said to man, and pay for it.” (Spanish proverb)

Every business has to price what it sells. It is inescapable, yet also deeply misunderstood. This session explains that managers mostly characterize pricing as a tactical afterthought—an exercise in “running the numbers” that follows and is independent of the value-creating activities in the organization. In fact, pricing decisions are as much about creativity and strategy as they are about dollars and cents. And prices educate and stimulate a market as much as they mark the value of a sale. Ultimately, the problem among managers is one of scope: there are multiple challenges and perspectives that must be recognized and tackled in order to improve this basic business skill. Getting all of it right can reveal unexpected opportunities to capture, communicate, and even grow value in the eyes of paying customers.