Reviews (19)

Buy this book!
For anyone involved in business this book gives very practical advice on not only the methodology for pricing new products but also changing the strategy of one's existing pricing policy.

Look for a sustainable competitive advantage, maximise contribution margin, concentrate on value and profitability and then market share will follow are some of the key philosophies contained in the text. Concerning the value of this book, it is worth the price alone just for the chapter on costings and formula for calculating what level of sales a company can afford to lose/must gain after a price increase/decrease in order to break even.

A common complaint about business books is that they are all OK in theeory but contain little in the way of explanations of how to implement - this book however offers not only theory and case study examples but also practical instructions on what needs to be done to improve pricing strategy. Overall very, very impressive and a must read for anyone involved in finance, sales or marketing functions. As someone has already said these guys really know their stuff and it works!!

Superb guide to pricing as business strategy
Written with great clarity, "The Strategy and Tactics of Pricing" is a phenomenal book. It begins with an explanation of strategic pricing, and proceeds to cover competition in the market place, segmentation of buyers, pricing and the marketing mix for industrial and consumer goods, as well as the psychology of pricing. Also covered are models for determining price sensitivity, implications of sales staff price setting and negotiation, and finally, legal aspects of pricing.

After reading this book, you will understand the pitfalls of pursuing market share at all costs and common mistakes businesses and sales people make when setting or negotiating price. You will view your current pricing structure and strategy in a new light, and be able to spot the weak spots. You'll have a better picture of how to attract the right buyers, those that can be served profitably.

The book indirectly touches on topics covered in Co-opetition, and Thinking Strategically, as well as elements of the Theory of Constraints (see Eli Goldratt's "The Goal" and "It's Not Luck" or "Management Dilemmas" by Eli Schragenheim)

I can't recommend this book highly enough. As for the other reader who states:

"After reading this book, I was able to talk circles around the $20,000 "marketing consultant" we were considering."

believe it, it's that valuable!

Absolutely essential !
A must-have practical guide for any marketing executive, interested in improving his organization's performance.

Get into a new world of pricing strategy
One of the most focused book I have read recently. If anyone wants to learn about the factors influencing pricing strategy or developing right value proposition for their pricing decisions, this is the book. A must read. If you're skipping it then I would say that you are missing something.

Scholarly and comprehensive
Strategy and Pricing is the comprehensive work on pricing, with hundreds of chapter sections dealing with academic and business elements of pricing. The scholarly nature of the book is exhaustive. Of the three major price works ("Strategy and Tactics", "Power Pricing" by Dolan, and
"Winning the Profit Game. Smarter Pricing, Smarter Branding" by Docters, et al) I think Prof. Nagle has the definitive treatise. For those who like a more prescriptive discussion of price, and some leading edge ideas, "Winning the Profit Game" might be a better read. Power
Pricing is perhaps better at organizational issues. The Docters book is the easiest read, with some humor along the way. ... Read more

Book Description

The Price Advantage, written by three preeminent experts at McKinsey & Company, is the most pragmatic and insightful book on pricing available. Based on in-depth, firsthand experience with hundreds of companies, as well as significant investments in basic pricing research, this book is designed to be a comprehensive guide for managers through the maze of pricing issues. The authors examine state-of-the-art approaches for analyzing and improving pricing performance, demonstrate those approaches with real case studies, and draw a pricing excellence blueprint for companies to follow. In good economic times or bad, achieving the price advantage is critical to corporate performance and profitability. ... Read more

Reviews (4)

Let¿s make money
The book, The Price Advantage, highlights a topic often neglected by senior management. But a careful execution of some of the ideas of Roegner et al. can have enormous consequences for the bottom line!

I found the book extremely useful in helping our organization structure its thinking around the possibilities in the pricing arena. The material in the first chapter on the effect of a price increase versus cost reduction is not new but certainly worth a reminder.

The categorization of the three levels of price management is particularly useful and practical. In a product segmentation exercise we ran internally in our organization, we were quickly able to identify the appropriate approach to the various segments. In fact, shortly after reading the book, we were able to craft a broad based pricing strategy that thoroughly impressed our senior management and will now be worked out in more details with a view to implementing it in a few months.

Having been through the re-engineering rage of the 90's with some questionable results, it is reassuring to realize that there are methodologies that could still dramatically improve the bottom line. This is particularly relevant for those having to cope with the consequences of ever changing exchange rates.
I have encouraged quite a few managers to read this book and see where the ideas can be put into practice.

Pragmatic Approaches a Businessperson Can Use
The Price Advantage makes the case that pricing is the most under-appreciated lever for improving performance in most companies today. The authors put forth an argument that is compelling for business leaders in every company to elevate their view of pricing opportunities in general, and pricing as a key lever for performance management in particular. Most importantly, however, the book provides practical, pragmatic insights into what approaches a businessperson can take to identify and capture pricing opportunities. It brings both the opportunities and potential pitfalls to life through the frequent use of case examples where companies succeeded in "ringing the cash register" through effective pricing or left a great deal of money on the table through poor pricing actions.

Of particular usefulness are chapters on specific topics that a business leader tackling pricing is going to face sooner or later. The chapter on "industry strategy" where the authors lay out some of the tactics for being a price leader or good price follower seems to be fresh writing on these topics ( I have not seen anything written about this before, and I thought it was quite actionable). Also, the chapter on pricing architecture set forth nicely the different ways of structuring price to drive the right customer and reseller behavior, again providing a way to look at the issue that should drive toward results effectively.
The chapter on issues/opportunities that arise from mergers/acquisitions provides distinctive perspectives on how to take advantage of opportunities and/or avoid huge downside risks associated with these events. The price wars chapter provides a guide for many managers to utilize in avoiding counterproductive (often inadvertent) actions across the markets in which they compete. Sidestepping just one of the potholes that the authors describe is likely to save a business great pain. Executing a strategy that weaves its way through the price war minefield discussed is likely to make the business a top performer, and the managers leading such an effort heroes.

The discussion of pricing technology appeared only to scratch the surface, perhaps a necessity due to the rapid innovation underway. While I was left wanting more in this area, the book did provide a way to segment solutions and approaches in this area that should be useful for those exploring the range of options available in today's - or tomorrow's - marketplace.

Finally, as you would expect from the authors' backgrounds, the insights on how to architect an organizational change program provide a framework that should be useful regardless of whether the challenge is a large enterprise or if you're tackling a focused initiative to capture value in a single product line.

Practical Approaches a Businessperson Can Use
The Price Advantage makes the case that pricing is the most under-appreciated lever for improving performance in most companies today. The authors put forth an argument that is compelling for business leaders in every company to elevate their view of pricing opportunities in general, and pricing as a key lever for performance management in particular. Most importantly, however, the book provides practical, pragmatic insights into what approaches a businessperson can take to identify and capture pricing opportunities. It brings both the opportunities and potential pitfalls to life through the frequent use of case examples where companies succeeded in "ringing the cash register" through effective pricing or left a great deal of money on the table through poor pricing actions.

Of particular usefulness are chapters on specific topics that a business leader tackling pricing is going to face sooner or later. The chapter on "industry strategy" where the authors lay out some of the tactics for being a price leader or good price follower seems to be fresh writing on these topics ( I have not seen anything written about this before, and I thought it was quite actionable). Also, the chapter on pricing architecture set forth nicely the different ways of structuring price to drive the right customer and reseller behavior, again providing a way to look at the issue that should drive toward results effectively.
The chapter on issues/opportunities that arise from mergers/acquisitions provides distinctive perspectives on how to take advantage of opportunities and/or avoid huge downside risks associated with these events. The price wars chapter provides a guide for many managers to utilize in avoiding counterproductive (often inadvertent) actions across the markets in which they compete. Sidestepping just one of the potholes that the authors describe is likely to save a business great pain. Executing a strategy that weaves its way through the price war minefield discussed is likely to make the business a top performer, and the managers leading such an effort heroes.

The discussion of pricing technology appeared only to scratch the surface, perhaps a necessity due to the rapid innovation underway. While I was left wanting more in this area, the book did provide a way to segment solutions and approaches in this area that should be useful for those exploring the range of options available in today's - or tomorrow's - marketplace.

Finally, as you would expect from the authors' backgrounds, the insights on how to architect an organizational change program provide a framework that should be useful regardless of whether the challenge is a large enterprise or if you're tackling a focused initiative to capture value in a single product line.

Much of this is old hat, unfortunately
A friend of mine who knows I have an interest in pricing sent me a free copy of this book. Michael Marn has led the pricing practice at McKinsey & Company for a long time now, and I'd been wondering why he hadn't published a pricing book before now.

Unfortunately it turns out to be something of a one-trick pony, and a pony pretty long in the tooth at that. About half of it talks about the well-known price-benefit map. No question it's a fundamental idea, but hardly leading edge. Plus you need a McKinsey team to execute it. Given the pedigree of the authors I was hoping for more. A lot of the book just repeats McKinsey's early work on price wars, postmerger pricing, and overall strategy--good stuff but again nothing new.

If you're interested in pricing, in my opinion there are better options than this. ... ... Read more

Book Description

Pricing, 3/e, synthesizes economic and marketing principles with accounting and financial information to provide a basis for analyzing pricing alternatives within legal and corporate constraints. This revision of this classic text brings readers an understandable writing style, a more complete discussion of the quantitative issues, and a greater number of clear-cut examples. The material on the economics of pricing now reflects recent research in pricing by applied economists and marketing researchers trained in economics. ... Read more

Book Description

Praise for Energy and Power Risk Management

"Energy and Power Risk Management identifies and addresses the key issues in the development of the turbulent energy industry and the challenges it poses to market players. An insightful and far-reaching book written by two renowned professionals."
–Helyette Géman, Professor of Finance
University Paris Dauphine and ESSEC

"The most up-to-date and comprehensive book on managing energy price risk in the natural gas and power markets. An absolute imperative for energy traders and energy risk management professionals."
–Vincent Kaminski, Managing Director
Citadel Investment Group LLC

"Eydeland and Wolyniec’s work does an excellent job of outlining the methods needed to measure and manage risk in the volatile energy market."
–Gerald G. Fleming, Vice President, Head of East Power Trading, TXU Energy Trading

"This book combines academic rigor with real-world practicality. It is a must-read for anyone in energy risk management or asset valuation."
–Ron Erd, Senior Vice President
American Electric Power ... Read more

Reviews (3)

Good overview
The management of risk in the context of energy or weather is quite different than in other contexts, due to the peculiarities of the data that occurs in energy prices. The high volatility of energy prices can range, as the authors of this book point out, between 50-100% for gas, to 100-500% for electricity. No doubt this kind of volatility, and other properties such as correlations and mean reversion, entails that some different mathematical strategies for modeling energy derivatives be devised. The authors give a good tour of some of these strategies, and anyone interested in energy derivatives will gain a lot of insight into their modeling when reading this book. Due to space constraints, only chapters 5 and 7, which this reviewer considered the most important of the book, will be reviewed here.

In chapter 5 the author presents techniques for energy modeling that go beyond the used of the convenience yield by using forward pricing techniques. The goal is to describe the dynamics of future contract prices that takes into account the correlations with other futures, and not on the price evolution of a single contract. Thus it is the 'forward curve' that is relevant for obtaining a useable model for derivative cash flow. The HJM model is presented as one of these, with changes in the forward curve over a particular time interval represented as a linear combination of random perturbations. For energy markets, each perturbation is specified by a deterministic shape function multiplied by a Gaussian factor. The unobservability of the factors determining the forward curve evolution makes the use of historical data mandatory if the parameters are to be estimated. But lack of sufficient historical data and its nonstationarity complicate this estimation. The authors discuss the Schwartz-Smith multi-factor model as an example of a forward curve dynamics model and give some solutions. They then move on to a model that specifies the dynamics for only the contracts that are actually traded, which in the literature are called 'market models.' The model they actually discuss is a multivariate geometric Brownian motion representation of the forward curve dynamics, where the volatility and drift functions are linear functions of the forward prices. The authors then derive the 'discrete string models', where it is assumed that the number of factors is equal to the number of contracts, and the random factors are governed by ordinary Brownian motion. String models are represented as having the advantage of being able to directly observe the factors in the historical data. The authors apply string models to multi-commodity cases, and discuss an example for monthly forward prices. They show how to match the current forward curve, the option prices, and the correlation structure for this model.

The discussion in chapter 7 revolves around finding better models for the dynamics of power prices that capture the special properties of energy prices, such as mean reversion and seasonality, and the need for stable models. They therefore introduce 'hybrid models', which they claim give a more natural representation of the dynamics of power prices, make use of nonprice forward-looking information, and can take the historical data on power prices and then extend it to information on fuel prices, outages, etc. The construction of these models is based on the use of nonlinear transformations on a collection of random variables. The random variables are essentially the system demand, natural gas and oil price, outages, emission prices, and weather at a particular time. The power price then can be written as a function of the dynamics of these factors, the latter written by the authors in terms of the corresponding tradables. Recognizing that hedging cannot be done on some of these factors, they adjust the power price formula so that the power tradables, i.e. the forwards and option prices, are exactly matched. This matching transformation is chosen so that if the forward contracts and options are priced using the adjusted formula, one recovers the exact current prices. The model, as the authors summarize it, is an attempt to explain the behavior of the tradables in terms of the evolution of the underlying factors and static adjustments to the terminal probability distribution. Historical information on the tradables and spot products is not used to calibrate the model, but it is used to validate the model. The authors distinguish between 'reduced-form' hybrid models, where the transformation is calibrated from the historical prices, and 'fundamental' hybrid models, where the transformation is calibrated from the market structure and is only tested on the historical prices. The authors discuss an example of a reduced-form hybrid model that is heavily parametrized, but has the advantage of using price data more efficiently. The rest of the chapter concentrates on fundamental hybrid models, with the author first discussing how power prices are formed in competitive markets. They consider a typical pool market, with the price determined via auction mechanisms. The authors then try to identify and characterize the underlying random variables that actually affect power prices. The time series for the price of power is written in terms of the demand using a 'bid stack' function. The bid stack function is approximated by a 'generation stack' that is found for a given time by sorting generation units by their generation costs. This approximation is checked by comparing the marginal generation costs generated by the generation stack with the distribution of power prices determined by the time series via the bid stack. There should be agreement in both approaches between the higher order moments. This comparison forms the basis of the authors' hybrid approach to modeling power prices. A transformation is found which relates the marginal generation costs to the distribution of power prices with the requirement that the prices of market instruments used for calibration are matched, and the higher moments are (approximately) preserved. The transformation is not unique, and in fact a family of transformations induced by the multiplication and stack scaling operators can be found.

Excellent subject treatment
Until now there were a handful of papers, precious few books, and mostly inside proprietary models and experience that dealt with the complex subject of power trading and all its flavors. This book provides a nice summary of many of the present issues. The treatment of the subject is somewhat mathematically rigorous, so the book might not be for traders as much as it is for quants or risk managers.

To me, the greatest strength of the book lies in its fairly detailed analysis of what DOESN'T work, i.e. why common models and methods from the financial and other commodity realms can not be successfully grafted onto the energy market without risking significant valuation and cash flow prediction errors. The hybrid model they formulate towards the end of the book is very similar to Skantze and Ilic (2001). The departure from most previous models is that they attempt to use the markets to formulate and calibrate the structure instead of relying too much on past historical price/load data, which without some empirical understanding of the underlying processes, is fraught with danger due to rapidly evolving nature of the power market (or at least once rapidly evolving--it seems to be a little static at the moment).

Some familiarity with the market and stochastic/statistical mathematics is assumed. References to specific topics and more in depth analysis of particular subjects are good. The authors have a grip on real-world trading, risk, and cashflow issues, which makes this a useful reference for just about anyone associated with those aspects of the power market. I recommend it.

excellent book
Extremely well written and right to the point, with the appropriate level of technical detail, Eydeland and Wolyniec's Energy and Power Risk Management is arguably the best book on the subject. A must have for every professional in the industry. ... Read more

Book Description

Activity-based pricing: the new paradigm for maximum profitability

Pricing for Profitability introduces activity-based pricing, a new paradigm for improving profitability by reducing the occurrence of pricing mistakes and placing less emphasis on increasing revenue and more on improving profits. Activity-based pricing will help any company set prices that are attractive to buyers and profitable for the company. Pricing for Profitability teaches activity-based pricing to help you make better pricing decisions based on customer demand and a better understanding of what really causes profits. It will help you prevent underpricing and generate a healthier financial return.

Simply organized and nontechnical, this in-depth treatment covers the ten vital topics of activity-based pricing. A wealth of examples that illustrate the points made in the text include activity-based pricing models used in real industries. Designed for everyone involved with the pricing process, Pricing for Profitability provides a comprehensive understanding of how to use pricing to gain the competitive advantage. ... Read more

Reviews (5)

Activity Based Costing Success Story
We have used the concepts outlined in John Daly's book to develop an activity based costing model. In fact, it has proven to be so useful that we are in its third revision. It is has been a critical tool for us to remain profitable during these difficult economic times. I do not know how we got along with out it!

A Must Read for Manufacturers
Pricing for Profitability has allowed our company to intelligently quote new projects and answer a critical question during price negotiations - "Should I walk?". We have also found the activity based pricing concepts useful for evaluating the countless cost down requests we get from our customer and understanding what we can and cannot do. I would recommend this book to anyone in a highly competitive, tight margin business.

Valuable insights into profitable pricing
John Daly has written an excellent book with important insights into the desirability and mechanics of using Activity Based Pricing to achieve a profit-driven pricing model.

Why is this important?

If you really understand and properly allocate your costs and use that understanding to develop an Activity Based Pricing model for your products and/or services then you are pretty well assured of profitability, particularly as you increase unit volume. Of course, this assumes you can sell at a price higher than your fully loaded, properly allocated costs.

As Mr. Daly clearly describes, traditional cost allocation methods (not to mention back of a napkin allocations) result in problematical cost distortions and lead to potentially serious pricing errors.

Anyone with profit and loss responsibility, or who would like to get there, would be well served to buy this book, read it and take it to heart. It is well written, coherent and was a pleasure to read. Daly has struck an excellent balance in that the book is not so filled with technical accounting/finance detail it is inaccessible to a non-accountant and yet it has sufficient substance to be of interest to accounting and finance specialists.

As investment bankers we receive financing requests from many companies seeking capital that are not profitable or not as profitable as they could be. Activity Based Pricing is one of the disciplines we are introducing to our clients and prospective clients to help them achieve profitability or become more profitable in order to better position them to compete for capital.

Excellent!
Mr Daly's writing style is smooth and casual, and the book is loaded with common sense. His discussion of overhead allocation problems certainly makes the point that GAAP accounting practices lead to serious errors in cost accounting.

Full disclosure: I personally prefer an engineering model or standard cost approach, reality-checked with what might be called sampled-ABC: old fashioned time and motion studies.

A New Paradigm in Pricing Strategy
Pricing for Profitability is a refreshing new look at pricing strategy the combines the disciplines of Business Strategy,Cost Accounting, Economics, Marketing and Business Strategy to create an approach where each of these disciplines will surely find a solid common ground.

The book concentrates on maximizing profitability, rather than maximizing revenue, convincingly refuting the approaches of other pricing books (written by marketing professors) that say "the more sales the better". He reminds us that revenue does not equal profit, but that profit = revenue minus expenses.

Mr. Daly asserts "there are three things that can happen that can happen in product pricing and two of them are bad", the most devestating result being that many companies underprice difficult or low-volume bids sometimes loosing significant amounts of money. He believes that many organizations have an inadeqate understanding of their costs which leaves them at a competitive disadvaantage.

This book is a must read for any manager who has pricing responsibility. ... Read more

Reviews (2)

Hands-on & easy to read
This is a great little book. I would put it in my category of 'original' books on quant finance, which includes books written by Paul Wilmott, Mark Joshi, Rick Osband and Neftci.

The reason being that the author uses a more informal style than most quant books and is very hands-on. If you're interested in understanding quant models and eventually applying them in the real world, then this is the kind of book you want. If you're looking for mathematical beauty and formalism, then look elsewhere.

The editors could have done a better job with some of the flow and formatting - maybe next edition (it is sometimes hard to link the text to the figures and tables).

Great book.

Very good coverage, practical orientation
Consider first, this book's subtitle, "Tools for Incomplete Markets." A "complete market" (the kind assumed by the Black-Scholes-Merton model) is one in which any derivative product can be dynamically replicated by means of cash and the underlying asset. An incomplete market, then, is one is which the world of derivatives and their underlyings do not match each other in the point-by-point replicable manner implied by that definition of completeness. This failure to match makes for a necessary imperfection in hedging. That, of course, is the real world, where traders practice, as Scholes and Merton famously discovered in Greenwich, CT not long ago!

A variety of illustrations of this practical emphasis might be adduced. In the preface, for example, Dr. Cerný tells us frankly that in his experience "is it hard to understand the Itô calculus, but it is possible to get used to it and to apply it quickly and consistently...." [italics in original.] ... Read more

Book Description

In this book, two of America's leading economists provide the first integrated treatment of the conceptual, practical, and empirical foundations for credit risk pricing and risk measurement. Masterfully applying theory to practice, Darrell Duffie and Kenneth Singleton model credit risk for the purpose of measuring portfolio risk and pricing defaultable bonds, credit derivatives, and other securities exposed to credit risk. The methodological rigor, scope, and sophistication of their state-of-the-art account is unparalleled, and its singularly in-depth treatment of pricing and credit derivatives further illuminates a problem that has drawn much attention in an era when financial institutions the world over are revising their credit management strategies.

Duffie and Singleton offer critical assessments of alternative approaches to credit-risk modeling, while highlighting the strengths and weaknesses of current practice. Their approach blends in-depth discussions of the conceptual foundations of modeling with extensive analyses of the empirical properties of such credit-related time series as default probabilities, recoveries, ratings transitions, and yield spreads. Both the "structura" and "reduced-form" approaches to pricing defaultable securities are presented, and their comparative fits to historical data are assessed. The authors also provide a comprehensive treatment of the pricing of credit derivatives, including credit swaps, collateralized debt obligations, credit guarantees, lines of credit, and spread options. Not least, they describe certain enhancements to current pricing and management practices that, they argue, will better position financial institutions for future changes in the financial markets.

Credit Risk is an indispensable resource for risk managers, traders or regulators dealing with financial products with a significant credit risk component, as well as for academic researchers and students. ... Read more

Reviews (5)

Poor writers
The book covers all the relevant topics and provides a slightly different presentation of their own models. However, the book glosses over the mathematics and is written in a very stiff style. The authors have never been known as good writers but in this case they are not presenting anything new. Rather disappointing from two rather strong academics.

Unsatisfying compromise
It seems the authors attempted a compromise between theoretical and practical aspects - and failed at both. From a theoretical point of view, this book is missing the rigorous exposition these authors have been known for in their previous work. From a practical point of view, this book will be of no help to someone trying to implement any credit risk models. The numerous figures - probably added by the authors in a attempt to banish their reputation for texts that are extremely hard to read - do not help in this respect. Detailed descriptions or real examples that could be used for practical purposes are completely absent. There are better choices of credit risk books for both the theoretically and practically inclined.

Disappointing - Bits and pieces jotted together
This book is obviously a quick shot. It's bits and pieces taken from various articles: not one topic is covered right. If the authors had at least selected the most relevant results and formulas from the respective articles, but no, they chose to spray the text with the occasional formula, often irrelevant and seemingly arbitrarily selected, while formulas representing important results are completely missing. The authors might be famous - this book is not going to be.

Another summary of articles put together
Duffie and Singleton are the masters of the reduced-form credit risk modeling approach. Although well-written, their book does not add anything new. It's just another review of the state of the art in credit risk. One can get the original papers and learn much more without having to read a short summary on each work. You will not be able to learn how to model a credit risky instrument by reading this book.I would have liked to see fewer references and more worked-out examples with derivations and detailed numerical applications.

Gold Standard for Credit Risk Pricing and Management
Duffie and Singleton may be the best thinkers in the world on this subject. While one might try other approaches, this is the starting point, the reference, and the benchmark for understanding any approach to credit risk pricing, measurement, and management. Duffie and Singleton are the gold standard referred to in any other work on this subject.

This book is well supplemented with more on the various new products. The gold standard for those products is Tavakoli's book "Credit Derivatives".

... ... Read more

Book Description

How to use pricing as a strategic tool to increase revenues and win the war for profit

One of the greatest pitfalls in the war for profits is corporate strategists' lack of a practical understanding of the link between overall revenues and overall costs. In Winning the Profit Game, the thought leaders at A. T. Kearney unveil a revolutionary new approach to establishing clear, strategic links between the top and bottom lines. No dry academic treatise, Winning the Profit Game is a guide to growing profits, in boom times and bust, using smart top-line strategies that optimize price, costs, customer behavior, and volumes. The authors clearly lay out the basic principles involved and also include:

• Proven strategies for transforming added value into revenues and winning the war for profits
• Prescriptive frameworks for putting the principles and strategies into action, immediately
• Numerous success stories based on experiences of A. T. Kearney clients worldwide

Reviews (2)

Newspaper and Electronic press comments on this book
Readers might find the the March 15, 2004 reviews of this book in the Miami Herald and the Ft. Worth Star-Telegram to be useful:

"[The Authors] have produced something analogous to an eagle in the realm of business books... Like an eagle, Winning the Profit Game is distinguished by its farsightedness. Its clear, precise prose soars above that of most business books."

"The opus opens with a musical metaphor, reminding readers that every era has its own music and its own signature instruments: the driving drums and multiple guitar riffs of rock n'roll, the thundering brass of the Swing Era's big bands and the virtuoso string sections of classical music. 'If we make the analogy with business, what skills is emerging even now as the lead instrument of the 2000s? What will be the key to success in an environment that's tougher, more competitive than ever before?' the authors write. Their answer is pricing-- not by itself but integrated with brand, cost management and product development."

The authors cover the waterfront on pricing comprehensively and lucidly [including]Quick Hits for management."

Readers might also wish to know that this book has been mentioned on yahoo.com's Finance website (2/20/04), and on Consultant News's consultant-news.com (2/24/04). Their comments were (respectively):

"... executives reading this book will learn tools to help them... develop an effective, integrated price and brand strategy, use price as a language which speaks to customers [and] optimize price to increase revenue."

"... by putting brand at the center of their framework, the authors challenge the conception of branding as a mysterious function separate from price. Rather, the two are inextricably connected and a superior price strategy cannot exist without a solid brand strategy."

Incidentally, I would not say we put brand at the center of our book. We do give it a lot more attention than any other book on pricing, however.

Hope this is helpful.

Rob Docters
(Co-author)

Maybe the best book yet on pricing and branding
In fact I was surprised at how good it really was. Most business books are nothing more a string of anecodotes and platitudes, whereas here the reader gets a combination of pragmatic detail and genuine insight into what pricing can accomplish if unleashed. A great book to bring to the meeting room since the emphasis is on upper managament getting involved. From a technical perspective, it would appear the authors have spent time in the trenches, not just on their fannies in academia somewhere, as the stategy and tactics they recommend are fresher than anything to be found in Nagle or Dolan. As an example of this check out the chapter on "price as a language" for starters, then go from there. ... Read more

Book Description

In today's hypercompetitive global marketplace, a company's pricing policy can make or break the bottom line. Yet a surprising number of firms attempt to increase profits without the aid of a carefully and creatively designed pricing strategy. Now, in this long-awaited book, the world's two leading price experts Robert J. Dolan and Hermann Simon take managers beyond conventional thinking to show how their breakthrough system of "power pricing" will improve the bottom line by an order of magnitude. They destroy popular but not necessarily financially savvy ideas on pricing, such as relying on a standard markup on cost rule. They expose as passive the "strategy" of letting the market or a competitor "set the price." But the key is in what they provide: the tools by which the pedestrian pricer can become a "power pricer"who achieves quantum leaps in financial performance by aggressively implementing sophisticated pricing strategies.

Dolan and Simon combine their international expertise and know-how to reveal the latest breakthroughs in pricing tactics. Drawing on their firsthand experience with firms throughout the world, they make available for the first time the logic behind the actual practices of "power pricers" engaged in fierce global competition. Market segmentation, promotional pricing, competitive strategic pricing, international pricing, nonlinear pricing, interrelated product line pricing, and time-customized pricing are just a few of the crucial concepts which the authors explore and explain when and how to implement. The authors' approach to creating "power pricers" is twofold. They specify the practices of the strategic pricers among the world's most successful firms and then lay out a four-dimensional system to attain this level of pricing sophistication and resulting profit improvement. Dolan and Simon draw their portrait of the power pricer in four critical dimensions: viewpoint on pricing, fact file support pricing, tools and scope of analysis, and determination and implementation.

The authors argue that firms must view pricing as a key and highly manageable element in the profit equation, worthy of attention equal to that accorded to sales volume and costs. Companies must have data at their finger tips which are more accurate, timely, relevant, and dissaggregated than their competitors'. Using these data to create a systematic analysis of customers and competitors, companies will be able to create and assess pricing scenarios to achieve long-term profitability.

This targeted, quadrupled approach to transforming the bottom line by managing price leaves no strategy or option unturned. Power Pricing is a highly detailed yet practically focused book which will become required reading for business leaders; general managers; marketing, product, and brand managers; accountants, financial managers, and marketing students, world-wide. ... Read more

Reviews (8)

Gaining a strategic understanding of pricing in daily life
Why does there exist such a variety of pricing schemes for different products and why do we see different prices for the same product, depending on who buys it when, where, and how? This is a branch of microeconomics called price discrimination. Price discrimination questions are among the most directly observable ones for students, particulary those who are unlikley to study more economics or business. I therefore focus on these questions in teaching managerial economics in an organizational management graduate program.

Dolan's and Simon's book is therefore of some interest to me. These two management consultants have written an extremely practical and non-academic book which explores the actual practice of business pricing with greater sophistication than found in most standard applied micreconomics texts or many business marketing texts. The main markets for this book, I suspect, are students, having graduated but still disatisifed with the overly theoretical approach in their microeconomics classes, and business managers, especially in medium to large companies, for whom pricing is a very dynamic and strategic issue.

I doubt this book is used as a main teaching text, nor would I recommend it. Its basic concepts are hardly novel and are found in any microeconomics or marketing text.The presentation of the basic concept of price elasticity is somewhat long and tedious (it is usually done in less than a page in a standard microeconomics text). However, the application of this concept -and illustrations of how businesses can use it practically - makes for a very rich discussion.

What is useful in their book is the variety of examples of actual business settings where practical pricing decisions have to be made which can apply several different concepts. How globalization affects pricing decisions is given considerable attention in this book. I did not find the final section on implementation of priing strategy in organizations as insightful as the middle chapter which is more analytical.

For teaching and learning purposes, this could be a useful back-up resource, if used judiciously with a more standard text.

Generalista
Me parece que este libro da ideas básicas de las estructuras de precio usadas actualmente, sin embargo toca cada tema muy superficialmente y al menos en mi caso tuve necesidad de comprar otro libro sobre el tema con la idea de profundizar mas en las estructuras de precio no lineales.

Very Relevant Material
I work in the small appliance business. Price is one of the largest issues facing our industry. Dolan combines textbook economic theory, practical applications and real world examples to spin an enticing web of price application. This is a must read for : former economics majors who wish they had pursued a graduate degree, marketing people who have pricing authority (or wish they did) and sales people. The underlying message is reinforced by example.. price on customer perceived value. A great "pass around" text for co-workers, its not terribly academic, but you must keep with it in the slow chapters.

too specific and at the same time too general
Needing literature for my thesis I found this book. Looks promising, but quotes like "global brands coupled with differentiated prices are not possible" immediately dismiss this book as a good source of reliable info. I just have to mention the differing prices of MC Donalds throughout the world, and you know this quote is really worthless. Of course the quote has some meaning for high priced goods, but for almost all fast moving consumer goods this quote is rubbish. I think it would be useful to add to a future version of this book that this remark is more valid for high priced goods.

Second point that I want to make is that the author thinks all producers have factory outlet stores or that distributors don't have a supplier. But this is probably my business administration background asking for a real perspective on prices, instead of just one isolated part. Mr. Dolan please read some distribution channel management literature! There are suppliers and there often is a retail channel that has some power in setting their own prices (especially in EUROPE)It is not clear from what perspective the author is looking.

And last of all, if you write a better version, please change the title, the best thing that I can say about the current title is that it fits the book.

Full of Bull With A Few Good Points
The author discusses and recommends a number of multivariate techniques without having adequate knowledge of them. Throughout the book, the author stresses the importance of applying conjoint analysis. It is obvious that the author tries to build himself up by using terminology and discussing techniques that he knows little about.

The author also rewrites real business events in order to fit his examples. Often he dwells too long on these examples instead of getting to the point.

While the author is a marketing professor, I don't think that he chose a target market. The content is no better than the information that a marketing student will get from an introductory accounting course. In addition, the terminologies that the author kicks around will likely scare marketing managers who lack a marketing education. Postgraduates will likely consider this book a waste of time and money. I have read other books that cover pricing just as well, get to the point quicker, and aren't as full of bull. ... Read more

Book Description

The main objective of Credit Risk: Modeling, Valuation and Hedging is to present a comprehensive survey of the past developments in the area of credit risk research, as well as to put forth the most recent advancements in this field. An important aspect of this text is that it attempts to bridge the gap between the mathematical theory of credit risk and the financial practice, which serves as the motivation for the mathematical modeling studied in the book. Mathematical developments are presented in a thorough manner and cover the structural (value-of-the-firm) and the reduced (intensity-based) approaches to credit risk modeling, applied both to single and to multiple defaults. In particular, the book offers a detailed study of various arbitrage-free models of defaultable term structures with several rating grades. ... Read more

Reviews (2)

Could have been much better
In summary, this book is a disappointment. It presents a lot of material in an inaccessible way and doesn't provide solid explanations/proofs for a lot of material. It is also largley mathematical as opposed to the far superior 'Martingale methods in finance' by the same author, which takes the time to talk about applications to finance. As a credit derivatives quantitative analyst I was already familiar with the material in the text and that is the only reason why I understood it. It attempts to bridge the gap between theory and practice but in my opnion achieves neither.

Another math book
This is another typical book written by mathematician, and for mathematician. What can one learn from this book? Basically not much. If you don't really know much about credit risk, you still won't know after much after you read the book. If you are a quant, this book definitely won't help you much.

Who might need this book? If you are a mathemtician with research interest in probablity, AND you like the book "Martingale Methods in Financial Markets" by Musiela and Rotkowski, you might want to buy this book. ... Read more

Book Description

Limitations in today's software packages for financial modeling system development can threaten the viability of any system--not to mention the firm using that system. Modeling Financial Markets is the first book to take financial professionals beyond those limitations to introduce safer, more sophisticated modeling methods. It contains dozens of techniques for financial modeling in code that minimize or avoid current software deficiencies, and addresses the crucial crossover stage in which prototypes are converted to fully coded models.

Reviews (4)

Practical Financial Modeling
I found this book to be very useful in helping me develope real time trading applications. These trading applications were developed in Visual Basic and interfaced with the Trading Technolgies X_Trader system. I found myself refering to this
book very often for ideas and explanations and examples.

Misleading title...
I am a software engineer with a goal of learning more about designing trading software. I bought this book with the hope that it would give me some insight into how trading software is designed and implemented. However 90% of this book focuses on general programming concepts. The book covers broad topics such as creating variables, classes, methods, overloading methods, inheritance, polymorphism, UML, SQL, ADO.NET. It also sprinkles in a few complex formulas for calculating values of various contracts. I have spent years and a lot of money learning and mastering these programming concepts. I think the target audience for this book (financial analysts) might be a bit overwhelmed with some of these concepts.
For a financial analyst who just wants to get a feel for what programmers actually do, the book is satisfactory. Although, there are plenty of programming for beginners books out there. After reading this book, I haven't gained any insight as to how financial professionals design and build trading software.

Great in the classroom
I have been a Professor of Finance for many years, and am always searching for a good book to use in my classroom. This is one of the best I have come across in a long time. It will be part of my required reading from now on.

Excellent Mix Of Financial and Trading Instruction
This book is the first I've found after an exhaustive search for instruction on how to automate my trading strategies using VB.Net. I have not been dissapointed and hope that the authors plan to produce more work that will allow me to further my knowledge of automated trading systems. The knowledge I have gained from Modeling Financial Markets is allowing me to implement automated trading systems on a person level. The book will pay for itself many times over on my first day of trading. ... Read more

Book Description

Combining their corporate and academic experiences, Jamil Baz and George Chacko offer financial analysts a complete, succinct account of the principles of financial derivatives pricing.Readers with a basic knowledge of finance, calculus, probability and statistics will learn about the most powerful tools in applied finance: equity derivatives, interest rate markets, and the mathematics of pricing.Baz and Chacko apply concepts such as volatility and time, and generic pricing to the valuation of conventional and more specialized cases.Other topics include: *Interest rate markets, government and corporate bonds, swaps, caps, and swaptions*Factor models and term structure consistent models*Mathematical allocation decisions such as mean-reverting processes and jump processes*Stochastic calculus and related tools such as Kilmogorov equations, martingales techniques, stocastic control and partial differential equations Meant for financial analysts and graduate students in finance and economics, Financial Derivatives begins with basic economic principles of risk and builds up various pricing and hedging techniques from those principles.Baz and Chacko simplify the mathematical presentation, and balance theory and real analysis, making it a more accessible and practical manual. Jamil Baz holds an M.S. in Management from MIT and a Ph.D. in Business Economics from Harvard University.He is a Managing Director at Deutsche Bank in London. George Chacko has a B.S. from MIT in electrical engineering and a Ph.D. in Business Economics from Harvard University.He is an Associate Professor of Business Administration at Harvard Business School. Both authors have worked extensively for financial services firms in the private sector.They have published in leading academic journals including the Review of Financial Studies and the Journal of Financial Economics as well as practitioner journals such as the Journal of Fixed Income and the Journal of Applied Corporate Finance. ... Read more

Reviews (1)

A complete package for practice and theory
This book draws on the PhD course that Prof. Chacko teaches at Harvard Business School and the substantial real-world experience with derivatives of both authors to offer a solid package that is useful for both theory and practice. There are other books with clear and rigorous mathematics (e.g. Wilmott), variety of methodologies for pricing (e.g. Neftci) and guides to practical hedging (e.g. Taleb), but this one presents all three components and is therefore a must-have for any serious derivatives shop. Highly recommended. ... Read more

Book Description

Competitive Solutions is an entertaining and wideranging introduction to successful business methods applied to a variety of real-world situations. Rejecting the one-size-fits-all premise that underlies so many guides to business strategy, Preston McAfee develops the intellectual tools and insights needed to confront many marketplace problems. Drawing on his broad experience as a consultant for major U.S. companies, as well as extensive research, McAfee emphasizes cooperation, pricing, litigation, and antitrust as vital to a firm's competitive posture--and focuses more attention on these elements than do most business strategy accounts.

McAfee begins by considering strategy as successfully applied by America OnLine, an example that introduces many of the tools discussed in greater depth throughout the book. From here he moves to industry analysis: By examining the context for developing a strategy, he points out uses of positioning and differentiation that enable a firm to weaken price competition and deter rivals from stealing customers. McAfee's exploration of a product's life cycle proves an invaluable guide to positioning new technology in order to maximize the potential for future customers.

In the centerpiece of the book, McAfee lays out a how-to manual for cooperation, providing tactics crucial for setting standards, lobbying the government, and fostering industry growth. Writing in a conversational manner, McAfee also addresses such deep topics as organizational design and employee compensation and incentives. More detailed discussions examine antitrust enforcement, which is an increasingly important constraint on strategy, as well as strategies for pricing, bidding, signaling, and bargaining.

This book is a fascinating examination of modern business strategy and its application in many different settings. Students of business and economics--as well as executives and managers--will recognize Competitive Solutions as an indispensable resource as well as a definitive vision of the strategic firm: one in which each element of company strategy reinforces the other elements.

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Reviews (2)

Packed with content, no fluff
The best description I can come up with is "MBA in a book." However I think that title has been applied to many books of much less quality so I need something better.

McAffee provides an "in-depth introduction" to business economics, including competition (as the name implies), pricing strategy, statistics, industry analysis, organizational design, incentives, and more. For anyone looking to get their feet wet in business, or just to understand what the marketing and business guys are talking about (or think they're talking about), this book is excellent!

If you're looking for a fluffly book with executive summaries, this is not the book for you. If you want a book packed with content that will improve your nascent business acumen, this is it.

A Terrific Primer for Strategic Thinking
This is a terrific book which provides a wide range of strategies relating to business today. The best way to describe this book is as a sort of Art of War for business strategists (although Professor McAfee is quick to point out that war in business as in other areas should be engaged in sparingly if at all). Perhaps most impressive about the book is that McAfee is able to present several solutions to one problem and present to the reader how these solutions would play out in the real world: take for example his discussion of the variety of auction formats available for businesses or the bargaining solutions available for negotiations between a union and a large corporation. This book is also loaded with poignant examples from business throughout this century. Particularly useful in this book is McAfee's discussion about industrial analysis: this chapter would be useful for any manager who wants to know what forces (new entrants, buyer bargaining power, supplier bargaining power, substitute products, rivalry, and complements) should be kept in mind when making business decisions. McAfee has written a terrific book and has every reason to believe his book indeed fulfills a niche before neglected by writers. ... Read more

Book Description

This is a thoroughly updated edition of Dynamic Asset Pricing Theory, the standard text for doctoral students and researchers on the theory of asset pricing and portfolio selection in multiperiod settings under uncertainty. The asset pricing results are based on the three increasingly restrictive assumptions: absence of arbitrage, single-agent optimality, and equilibrium. These results are unified with two key concepts, state prices and martingales. Technicalities are given relatively little emphasis, so as to draw connections between these concepts and to make plain the similarities between discrete and continuous-time models.

Readers will be particularly intrigued by this latest edition's most significant new feature: a chapter on corporate securities that offers alternative approaches to the valuation of corporate debt. Also, while much of the continuous-time portion of the theory is based on Brownian motion, this third edition introduces jumps--for example, those associated with Poisson arrivals--in order to accommodate surprise events such as bond defaults. Applications include term-structure models, derivative valuation, and hedging methods. Numerical methods covered include Monte Carlo simulation and finite-difference solutions for partial differential equations. Each chapter provides extensive problem exercises and notes to the literature. A system of appendixes reviews the necessary mathematical concepts. And references have been updated throughout. With this new edition, Dynamic Asset Pricing Theory remains at the head of the field.

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Reviews (6)

Demanding but rewarding!
First of all, this book is for people with advanced mathematical preparation. Courses in functional analysis, measure theory, stochastic calculus and vector space optimization are in my opinion required for a deep understanding of the material in the book. Fortunately, the appendices are very good and provide many things that can help someone to follow the book.
In the first four chapters the writer develops the discrete-time theory,in order to provide a better understanding of the underlying ideas which remain the same in the next chapters which deal with the continuous-time setting.
Although the book needs a lot of effort from the reader, it is unique in that can help you see beyond the mathematics. In other words it USES the mathematics and it isn't just a layout of theorems and proofs.
Of course it can't be compared with books like Hull as it isn't accessible to everyone. But someone with the mathematical preparation , who has read Hull , should buy this book and he will never regret it.

Pricing for Traditional Products
This is a good book for traditional products, but doesn't stay ahead of the curve for people who need to keep up with current capital markets products. Still, the basic tools are there for those who already understand the products.

In the exponentially growing credit derivatives market, the market appears very inefficient. Information on documentation and pricing is not at all transparent, and information requires time and work to obtain. This was a nothing market 6 years ago, was a $2 trillion market in 2002, and is on a steep exponential growth curve just in credit default swaps. In a paradigm shift, it has become a very important product in a very short time, and the market in these products is inefficient. For product and performance descriptions I highly recommend Tavakoli's book: "Credit Derivatives" Second Edition.

best intro of finance for math guys
I am taking a phd level course which uses this book. For math guys, SDE and MG theory covered in this book are fine, but it is still somekind of tricky to fill in some details of proof. As author said, the latter chapters are just repeating the first two chapters in a fancy math way. It is better to understand the first two chapters very well and then go further. For optimal portfolio and consumption part, I prefer Merton's notes and his CTF. Whatever, this book is great and very neat for integrating the whole theory.

A tricky book
This book, whilst being very impressive i didn't really find helpful as a learning tool. A good knowledge of the subject is required otherwise it is almost impossible to follow.

I'm studying a masters in finance, and would say it goes well beyond what we need to know for such a course. Maybe maths & finance students would cover things in this.

I am amazed that people actually use such a comllicated book in practice!!

Advanced treatment of the subject
As stated in other reviews, this is indeed a text for advanced, mathematically - inclined practioners. The writing can be dense at times (to wit, the classic theorem / proof lay out), but it is well worth spending the effort. Using Hull's text along with a Graduate Text in Mathemtics (GTM) on SDE / PDE will provide ample secondary material for clarifying stickier points found in Duffie's. ... Read more

Book Description

Chapters 1 through 5 of the book cover a history of the accounting profession and move into why people buy what they buy, and how much they will pay.

Chapters 6 and 7 challenge the 40-year-old practice of hourly billing.

Chapter 8 looks at price psychology and at why professionals suffer from write-downs.

In Chapters 9 through 13 you will find alternative to the hourly billing method that are superior in obtaining the value for the services provided.

Chapter 14 reinforces the importance of customer service and loyalty. Chapter 15 is about making the transition from a compliance CPA to a consultant.

Chapter 16 discusses the morality of hourly billing vs. Value Pricing, along with some of the ethical quandaries that attorneys are struggling with as they shift away from hourly billing.

In Chapter 17 the critical link between a professional's level of self-esteem and the ability to Value Price is explored.

Chapters 18 and 19 are for those who want to delve deeper into theory and law and cover anti-trust policy and price theory.

Chapter 20 concludes with some thoughts regarding the death of the Almighty Hour and whether or not Value Pricing is a fad that will disappear or a portentous "paradigm shift" that will permanently alter the way in which professionals price their services. ... Read more

Reviews (8)

The most important book to hit our profession in many years
Run, don't walk, to order your copy of this book. Ron Baker does for pricing our services what Montgomery did for Auditing.
What a novel idea, to get paid for the value of the services that we provide to our clients.
Ron Baker's goal, as he so aptly describes it, is "to trash time sheets forever". Keeping track of time is the biggest waste of time ever perpetrated on professionals. Accountants have become slaves to the concept of "the almighty hour". We are not selling hours but intellectual capital.
Ron takes you through every step necessary to start your trip to successful value pricing. You will learn exactly how to present this to your existing clients. You will also learn how to use a change order when there turns out to be hidden surprises that no one anticipated. He will explain the concept of service guarantees as an excellent way of gaining new clients and show you in detail how to draft service agreements to use. The book comes with a CD-Rom that has many forms and agreements referred to in the book.
I don't know too many people who are thrilled about the idea of having any work done for them without knowing exactly what the cost will be. It's like boarding an airplane in Los Angeles, flying to New York, and being told your fare will depend on how many minutes you're in the air.
Ron Baker is truly one of the very few original thinkers in the accounting profession. Listen to him; learn from him, and I promise you that you will improve your professional life and most important, your bottom line as well.

Wish I had read this book 20 years ago
I bought this book on a trial basis, due to its cost. It came on a Friday, and I scanned it that night. I wrote the check next morning.
This book changed my attitude about my profession. I was ready to quit. Burned out, tired, frustrated, and angry.
Within one month, I had identified 5 major clients and had more than doubled the revenue from those clients. My staff is happier because they feel they are being treated as professionals and generating fees more in line with their abilities. We have "dismissed" several non-productive clients, and haven't missed the revenue. We work fewer hours at more enjoyable work and actually make more profits. It has positively affected my home life as well.

This book will change your life
Having read the previous edition of this book for just 20 minutes I e-mailed the author to tell him that "I have seen this book described as the most important book in the profession. Without a shadow of a doubt, it will change my life."

The new chapters make this latest edition even better. Read the chapter on Total Quality Service to understand how to compete in the future. Ron Baker will completely change your views on pricing professional services. You will start to charge what you are worth with a consequent improvement in both income and self esteem.

Recently I was in a group of 70 accountants who listened to the author speak on Value Pricing for just ten minutes. At the end he received a standing ovation. In my 30 years in the profession I have never seen accountants show such enthusiasm for a speaker and his subject.

If you want to change your professional (and personal) life for the better buy this book.

I wish I had read this 20 years ago - Brilliant work !
Ron Baker has simply explained that in many cases if not even all cases, the client does not give a damn about how long an asignement took - he/she only cares about the "value " of the work !But how do we bill ? By time, irrespective of value ! The author debunks myths in a very clear & powerful way. Does this mean that we start to exploit our clients ? No, he clearly reinforces the value of value. He makes us see what we do through the perspective of the client & his value billing approach makes graet sense. the book contains valuable practical guides, easy to understand , about numerous billing concepts as well as examples & templates to allow the reader to put the theory into practice. I have, it works !

This is best CPA management book I have ever read
Mr. Baker provides a CPA with a roadmap to follow to increase a client's satisfaction with his work, and the CPA's personal and financial satisfaction from the practice of accounting. I wish I had read this book earlier. I am looking forward to applying his principles in my practice. ... Read more