How Do You Protect Value against Price Pressure? Doug Morse's Perspective

This perspective addresses a challenge presented in a ServicesRevenue business case listed under Relevant Links Hans Beyer is in a very tough spot. He ought to know that you don’t set the price, the customer does. What you set is the value. It appears that he has not done a good job establishing the value of his services prior to these meetings. Hans Beyer is in a very tough spot. He ought to know that you don’t set the price, the customer does. What you set is the value. It appears that he has not done a good job establishing the value of his services prior to these meetings.