Game Changer Book
In 2023 I co-authored the best-selling book Game Changer: How Strategic Pricing Shapes Businesses, Markets, and Society. Published by Wiley, the book has four parts: Rethinking Pricing Strategically, Winning the Seven Pricing Games, Changing Your Pricing Game, and Shaping Society Through Pricing Decisions.
more Game Changer Book insights
All Eyes on Pricing
In most of our newsletters, my colleague Arnab Sinha and I have focused on the nature of the seven games in the Strategic Pricing Hexagon. Today we focus on the…
—> Read moreWhy you should leave money on the table … on purpose
Charging prices that are fair and profit-optimal seems like a contradiction in terms. The pricing maxims of “extract full value” and “maximize profits” are not exactly customer friendly. A “fair…
—> Read moreCutting Through the Fog of GenAI Pricing
Cutting Through the Fog of GenAI Pricing It’s been a little over a year since ChatGPT marked a watershed moment for GenAI and became the most rapidly adopted application of…
—> Read moreHow Americans Can Tame Their Tipping Craze
Tipping isn’t a big deal in most of the world, but it is a seemingly intractable cultural norm in the United States. The long history of tipping in the United…
—> Read moreWinning the Dynamic Game
The pricing of generative artificial intelligence (GenAI) applications is a hot topic. Microsoft revealed its vision for its Copilot “digital companion” last month and affirmed price points of $30 per…
—> Read moreExploring the Fair Value of Work
How much is your work worth? That is the pricing challenge almost everyone confronts personally. The wages people receive are the prices set for their work. That applies to the…
—> Read moreWinning the Custom Game
Imagine going to the store to buy your favorite breakfast cereal – a classic Uniform Game product – but instead of paying the price displayed at the shelf, you negotiate…
—> Read moreWinning the Power Game
One of the most enduring clichés in marketing is that “the market sets the price.” Business leaders may feel they lack pricing power in the conventional sense, because they don’t…
—> Read moreWinning the Cost Game
If pricing professionals brainstormed for a slogan to put on mugs and t-shirts, we’re confident that “Never Use Cost-Plus Pricing!” would make their short list. The critics call out the…
—> Read moreWinning the Uniform Game
Imagine how frustrating day-to-day shopping would be if you had to haggle over every single purchase instead of paying what’s on the price tag or the price list. For the…
—> Read moreThe Seven Games of Pricing Strategy
What is your pricing strategy? BBusiness leaders often answer that question by citing a method such as “charging what the market will bear” or applying a markup to costs. Some…
—> Read more