If you want to obtain the highest price possible from a customer, you must understand in detail what your customer considers valuable. Then it is up to marketing and sales to make the case for this value in every customer encounter. Keep Pricing in Perspective Prices are easy to cut. They are hard to raise. And price is often the first thing companies look at when they try to maintain their competitive position.
Most companies look at revenues and share of market.
C-1 which shows the relationship among various elements a business can control to affect cashflow. Notice that pricing is a tiny part of the puzzle. First, consider using any of the tools available before you manipulate pricing. A company can manipulate many different levers to improve cashflow without using price. For example, if you need to raise prices to cover increased costs, try cutting costs.