Why Customers Don’t Mind Paying More If You Get This Right |
Why Customers Don’t Mind Paying More If You Get This Right
Pricing isn’t the problem. Value is.
BY TONY MANGANIELLO, TONY MANGANIELLO, ORGANIZATIONAL SYSTEMS CONSULTANT
Illustration: Getty Images
Most founders spend weeks agonizing over pricing models — cost-plus, value-based, outcome-based, and competitive pricing. They read books, hire consultants, and build spreadsheets. Yet, they’re solving the wrong problem.
Pricing models are important, but they answer only one question:........