This is the eBook version of the printed book. If the print book includes a CD-ROM, this content is not included within the eBook version. In Smart Pricing, Wharton professors and renowned pricing experts Jagmohan Raju and John Zhang offer a powerful alternative to traditional pricing models. The authors focusing on a new set of influencers in pricing strategy: consumer psychology, economics, and marketing. To do so, they draw on their own breakthrough pricing research, as well as their most recent work helping enterprises rethink their approaches to pricing. Raju and Zhang make pricing more t.

"This book seeks to provide you with an easy-to-read roadmap, guiding you through how you can drive improvements to your law firm's existing pricing and legal project management capability and also to the overall profit contribution made in this ever-changing legal environment"--

The most neglected element of the marketing mix can have an unrivalled impact on the bottom line. Smarter Pricinghelps managers make more intelligent pricing decisions, implement pricing strategies and structures more effectively in the market and capture more value for their business. At no time has effective pricing been more significant. Buyers are getting stronger, markets more transparent, and manufacturers in new powerhouses such as China, are becoming more and more competitive. Recent McKinsey survey of 2500 companies calculated that a 1% increase in price improves operating profit by 11.1%. Smarter Pricing is a good, hands-on book on pricing for practising managers, providing a developed mix of techniques through international examples from a range of sectors that bring pricing theory into a real-world context. Smarter Pricing joins the developing suite of FTPH books offering executives focused and practical advice on decisive business challenges. Smarter Pricingis a fast and focused companion to practical price management, for executives and marketers in every sector.

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

Innovation is often presented as being in the exclusive domain of the private sector. Yet despite widespread perceptions of public-sector inefficiency, government agencies have much to teach us about how technological and social advances occur. Improving governance at the municipal level is critical to the future of the twenty-first-century city, from environmental sustainability to education, economic development, public health, and beyond. In this age of acceleration and massive migration of people into cities around the world, this book explains how innovation from within city agencies and administrations makes urban systems smarter and shapes life in New York City. Using a series of case studies, Smarter New York City describes the drivers and constraints behind urban innovation, including leadership and organization; networks and interagency collaboration; institutional context; technology and real-time data collection; responsiveness and decision making; and results and impact. Cases include residential organic-waste collection, an NYPD program that identifies the sound of gunshots in real time, and the Vision Zero attempt to end traffic casualties, among others. Challenging the usefulness of a tech-centric view of urban innovation, Smarter New York City brings together a multidisciplinary and integrated perspective to imagine new possibilities from within city agencies, with practical lessons for city officials, urban planners, policy makers, civil society, and potential private-sector partners.

Smarter Than Their Machines: Oral Histories of the Pioneers of Interactive Computing is based on oral histories archived at the Charles Babbage Institute, University of Minnesota. Included are the oral histories of some key pioneers of the computer industry selected by John that led to interactive computing, such as Richard Bloch, Gene Amdahl, Herbert W. Robinson, Sam Wyly, J.C.R. Licklider, Ivan Sutherland, Larry Roberts, Robert Kahn, Marvin Minsky, Michael Dertouzos, and Joseph Traub, as well as his own. John has woven them together via introductions that is, in essence, a personal walk down the computer industry road. John had the unique advantage of having been part of, or witness to, much of the history contained in these oral histories beginning as a co-op student at Arthur D. Little, Inc., in the 1950’s. Eventually, he would become a pioneer in his own right by creating the computer industry's first successful software products company (Cullinane Corporation). However, an added benefit of reading these oral histories is that they contain important messages for our leaders of today, at all levels, including that government, industry, and academia can accomplish great things when working together in an effective way. This is how the computer industry was created, which then led to the Internet, both totally unanticipated just 75 years ago.

If you think money can’t buy happiness, you’re not spending it right. Two rising stars in behavioral science explain how money can buy happiness—if you follow five core principles of smarter spending. If you think money can’t buy happiness, you’re not spending it right. Two rising stars in behavioral science explain how money can buy happiness—if you follow five core principles of smarter spending. Happy Money offers a tour of new research on the science of spending. Most people recognize that they need professional advice on how to earn, save, and invest their money. When it comes to spending that money, most people just follow their intuitions. But scientific research shows that those intuitions are often wrong. Happy Money explains why you can get more happiness for your money by following five principles, from choosing experiences over stuff to spending money on others. And the five principles can be used not only by individuals but by companies seeking to create happier employees and provide “happier products” to their customers. Elizabeth Dunn and Michael Norton show how companies from Google to Pepsi to Crate & Barrel have put these ideas into action. Along the way, the authors describe new research that reveals that luxury cars often provide no more pleasure than economy models, that commercials can actually enhance the enjoyment of watching television, and that residents of many cities frequently miss out on inexpensive pleasures in their hometowns. By the end of this book, readers will ask themselves one simple question whenever they reach for their wallets: Am I getting the biggest happiness bang for my buck?

An engaging guide to excelling in today's venture capital arena Beginning in 2005, Brad Feld and Jason Mendelson, managing directors at Foundry Group, wrote a long series of blog posts describing all the parts of a typical venture capital Term Sheet: a document which outlines key financial and other terms of a proposed investment. Since this time, they've seen the series used as the basis for a number of college courses, and have been thanked by thousands of people who have used the information to gain a better understanding of the venture capital field. Drawn from the past work Feld and Mendelson have written about in their blog and augmented with newer material, Venture Capital Financings puts this discipline in perspective and lays out the strategies that allow entrepreneurs to excel in their start-up companies. Page by page, this book discusses all facets of the venture capital fundraising process. Along the way, Feld and Mendelson touch on everything from how valuations are set to what externalities venture capitalists face that factor into entrepreneurs' businesses. Includes a breakdown analysis of the mechanics of a Term Sheet and the tactics needed to negotiate Details the different stages of the venture capital process, from starting a venture and seeing it through to the later stages Explores the entire venture capital ecosystem including those who invest in venture capitalist Contain standard documents that are used in these transactions Written by two highly regarded experts in the world of venture capital The venture capital arena is a complex and competitive place, but with this book as your guide, you'll discover what it takes to make your way through it.

A comprehensive text addressing the high demand for network, cloud, and content services through cutting-edge research on data pricing and business strategies Smart Data Pricing tackles the timely issue of surging demand for network, cloud, and content services and corresponding innovations in pricing these services to benefit consumers, operators, and content providers. The pricing of data traffic and other services is central to the core challenges of network monetization, growth sustainability, and bridging the digital divide. In this book, experts from both academia and industry discuss all aspects of smart data pricing research and development, including economic analyses, system development, user behavior evaluation, and business strategies. Smart Data Pricing: • Presents the analysis of leading researchers from industry and academia surrounding the pricing of network services and content. • Discusses current trends in mobile and wired data usage and their economic implications for content providers, network operators, end users, government regulators, and other players in the Internet ecosystem. • Includes new concepts and background technical knowledge that will help researchers and managers effectively monetize their networks and improve user quality-of-experience. • Provides cutting-edge research on business strategies and initiatives through a diverse collection of perspectives. • Combines academic and industry expertise from multiple disciplines and business organizations. The ideas and background of the technologies and economic principles discussed within these chapters are of real value to practitioners, researchers, and managers in identifying trends and deploying new pricing and network management technologies, and will help support managers in identifying new business directions and innovating solutions to challenging business problems.

Are you a genius or a genius maker? We've all had experience with two dramatically different types of leaders. The first type drain intelligence, energy, and capability from the ones around them and always need to be the smartest ones in the room. These are the idea killers, the energy sappers, the diminishers of talent and commitment. On the other side of the spectrum are leaders who use their intelligence to amplify the smarts and capabilities of the people around them. When these leaders walk into a room, lightbulbs go off over people's heads, ideas flow, and problems get solved. These are the leaders who inspire employees to stretch themselves to deliver results that surpass expectations. These are the Multipliers. And the world needs more of them, especially now, when leaders are expected to do more with less. In this engaging and highly practical book, leadership expert Liz Wiseman and management consultant Greg McKeown explore these two leadership styles, persuasively showing how Multipliers can have a resoundingly positive and profitable effect on organizations—getting more done with fewer resources, developing and attracting talent, and cultivating new ideas and energy to drive organizational change and innovation. In analyzing data from more than 150 leaders, Wiseman and McKeown have identified five disciplines that distinguish Multipliers from Diminishers. These five disciplines are not based on innate talent; indeed, they are skills and practices that everyone can learn to use—even lifelong and recalcitrant Diminishers. Lively, real-world case studies and practical tips and techniques bring to life each of these principles, showing you how to become a Multiplier too, whether you are a new or an experienced manager. Just imagine what you could accomplish if you could harness all the energy and intelligence around you. Multipliers will show you how.