Why Differentiated Pricing Models Are So Effective

    By: LMA International on Feb 12, 2013

    Why differentiated pricing models are so effective - Feb 8

    Location: Global

    Category: Firm Economics/Profitability

    When most managers think about pricing, they harken back to their days of Economics 101: a rote downward sloping demand curve and an asterisked point labeled "perfect price." At this optimal price, elasticity is such that it does not make sense to raise price (because the extra per unit profit is overshadowed by lost sales) nor discount (because increased sales don't compensate for lower profit margin). By relying on the approach suggested by this graph, pricing has traditionally been thought of as a simple search for one perfect price, but ends in a "Pricing Catch-22, according to pricing strategy consultant Rafi Mohammed. He says that no matter what price is set, it inevitably creates missed profit opportunities. The way to break out of this Pricing Catch-22, Mohammed notes, is to offer good-better-best prices.

    Source: Harvard Business Review

    Released: February 12, 2013, 8:30 am | Updated: March 12, 2013, 7:09 am
    Keywords: Industry News | Economics | LMA Intelligence Brief | Profitability

    Founded in 1985, LMA is the authority for legal marketing - a forum that brings together legal marketing and business development professionals from firms of all sizes, consultants and vendors, lawyers, and marketing students to share their collective knowledge.

    facebook twitter linkedin youtube

    Copyright © 2016, Legal Marketing Association

    Design Assistance by: Clockwork Design Group, Inc