In this issue of SPG Insights we look at two industries (financial services and manufacturing) that haven't yet turned the corner with the improving economy. Both of these industries remain fairly unsophisticated in their pricing and could greatly benefit from a value-based marketing approach.
RELATIONSHIP VALUE AND THE ART OF LENDING
HOW COMMERCIAL BANKS CAN PUT AN END TO MINDLESS DISCOUNTING AND CAPTURE THE TRUE VALUE OF THEIR PRODUCTS AND SERVICES
by Kevin McCabe, Senior Consultant, Strategic Pricing Group
Is commercial credit a commodity? For many in the financial services world, it is. That view has led to some remarkable behavior in the market by both bankers and their customers, and these behaviors are destroying value.
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Although 2004 is hinting at the promise of economic recovery, market uncertainty and supply/energy cost spikes have created a difficult marketplace for manufacturing firms.
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