Stanford Executive Briefings: Profitability and Finance


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Understanding your market, your costs, and your opportunities are key to building your organization and keeping it healthy. In these briefings, market leaders share their wisdom and provide insights into how you can keep your organization financially competitive and fiscally sound.

Don't Just Set Prices: Manage Them Strategically

When customers reject your price, it is often thought that the price is too high. But according to Tom Nagle, this may not be true. Price levels are only the visible "tip of the iceberg" of pricing strategy. Nagle explains that in order to get customers to pay for value, you have to do more than just set a value-based price.

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How Great Companies Achieve Extraordinary Results with Ordinary People

Dr. Charles O'Reilly argues that the source of sustained competitive advantage already exists within every organization. O'Reilly's prescription for an overheated labor market: abandon the obsession with hiring high-priced stars, instead motivating ordinary people to build a great company and achieve extraordinary results.

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