Writing has become a passion. Over the past few years, I was fortunate to be invited to write columns and also to have papers published in academic and practitioners journals. During my Ph.D., I received lots of support from numerous people and organizations. Their support allowed me to conduct the best-in-class research projects. Today I am giving back to the communities who supported me by making all my papers available on my web site. Please read, download and circulate widely so that knowledge flows freely.
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Here too the focus of my practitioner papers has been on value and pricing management. My intention is to share knowledge widely with the pricing community based on my extensive experience in industry.
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Six Techniques Used for Strategic & Differentiation Analysis
Pricing Advisor – April 2024 - Click here to download
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Mastering the Art of Value Conversations
Pricing Advisor – February 2024 - Click to here download
Five Recession Busters to Survive the Looming Slowdown
Journal of Professional Pricing – Q1 2024 - Click here to download
Excellence in Value-based Selling
Journal of Professional Pricing – Q4 2023 - Click here to download
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Making Value Realization a Strong Competitive Advantage
Journal of Professional Pricing – Q3 2023 - Click here to download
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Pricing and Sustainability: The Next Challenge for the Pricing Profession
Pricing Advisor – August 2023 - Click here to download
Ten Propositions to Monetize Sustainability
Journal of Professional Pricing – Q2 2023 - Click here to download
Best Practices in Developing Training Programs That Boost Pricing Execution
Journal of Professional Pricing – Q1 2023 - Click here to download
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What Goes up Must Come Down!
Pricing Advisor – February 2023 - Click here to download
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Managing Pricing Complexity Can Become a Competitive Advantage
Pricing Advisor – January 2023 - Click here to download
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The Value Mindset
Journal of Professional Pricing – Q4 2022 - Click here to download
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8 Tips For Creating A Killer B2B Pricing Team
Pricing Advisor – August 2022 - Click here to download
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The 2022 Imperative: The Focus on Customer Value
The Journal of Professional Pricing – Q3 2022 - Click here to download
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From Pricing to Monetization: Why Does it Matter?
Pricing Advisor – July 2022 - Click here to download
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The KISS Principle in Customer Value Management
The Journal of Professional Pricing – Q2 2022 - Click here to download
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Pricing Impact: A Decade of Documented ROI
The Journal of Professional Pricing – Q1 2022 - Click here to download
Pricing as a driver of profitable growth: An agenda for CEOs and senior executives
Science Direct – 2022 - Click here to download
Five Areas to Explore Before Embarking on Value-Based Pricing Programs
Pricing Advisor – February 2022 - Click here to download
Pricing Impact: A Decade of Documented ROI
The Journal of Professional Pricing – Q1 2022 - Click here to download
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Five Areas to Explore Before Embarking on Value-Based Pricing Programs
Pricing Advisor – February 2022 - Click here to download
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The Reality Behind the Upcoming Cost Explosion
Pricing Advisor – April 2021 - Click here to download
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15 Considerations for B2G Pricing
Journal of Professional Pricing – Q1 2021 - Click here to download
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The Need for Commercial Excellence
Journal of Professional Pricing – Q3 2020 - Click here to download
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Ten Things that Could Derail your Pricing Programs
Journal of Professional Pricing – Q1 2020 - Click here to download
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Managing Cost-plus Pricing in a Crisis
Pricing Advisor – August 2020 - Click here to download
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The Status of the Pricing Function in Large Firms
Journal of Professional Pricing – Q3 2019 - Click here to download
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The State of the Pricing Management Software Industry
Journal of Professional Pricing – Q2 2019 - Click here to download
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The Ten Golden Rules of EVE Models
Pricing Advisor – October 2019 - Click here to download
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Ten Reasons Why Global Pricing Transformations are Challenging
Pricing Advisor – April 2019 - Click here to download
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Pricing Model Innovation Canvas
Pricing Advisor – September 2018 - Click here to download
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Data's Impact on Pricing Strategies
The Pricing Advisor – March 2018 - Click here to download
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Best Practices in Big Data Management and Pricing Analytics
The Pricing Advisor – February 2018 - Click here to download
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The Real Commodity Trap
The Pricing Advisor – January 2018 - Click here to download
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The Case for Pricing Discipline
The Pricing Advisor – November 2017 - Click here to download
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Soft Pricing Skills
The Pricing Advisor – October 2017 - Click here to download
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Business Model Digital Transformation
The Pricing Advisor – August 2017 - Click here to download
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Understanding and Finding your True Differentiation
The Journal of Professional Pricing – Q3 2017 - Click here to download
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Agile Pricing in an Age of Currency Volatility
The Pricing Advisor – July 2017 - Click here to download
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A Reality Check on Cost-based versus Value-based Pricing
The Journal of Professional Pricing – Q2 2017 - Click here to download
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5-Part Series on Value, Pricing and New Product Development
The Journal of Professional Pricing – Q1 2017 - Click here to download
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Who is in Charge of Customer Value in your Organization? The Emerging Role of Chief Value Officer
The Journal of Professional Pricing – Q3 2016 - Click here to download
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Pricing Discounts: Saying NO the Right Way
The Pricing Advisor – Q2 2016 - Click here to download
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Does Change Management in Pricing Matter
The Pricing Advisor – Q3 2015 - Click here to download
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Measuring the ROI and Impact of Pricing
The Journal of Professional Pricing – Q2 2015 - Click here to download
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Building a Distinctive and Compelling Value Proposition
The Journal of Professional Pricing – Q1 2015 - Click here to download
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Price Discounts: Saying NO the Right Way
Sales Mastery – Q1 2015 - Click here to download
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Pricing Project Management: Qualitative Evaluation for Project Implementation Success
The Journal of Professional Pricing – Q4 2014 - Click here to download
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Value-Based Pricing is more than a Pricing Strategy
The Journal of Professional Pricing - September 2014 - Click here to download
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Where Should the Pricing Function Report Into?
The Journal of Professional Pricing, Q3 2014 - Click here to download
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The Tyranny of Growth
The Journal of Professional Pricing, June 2014 - Click here to download
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The Pricing of Social and Sustainable Innovation
The Journal of Professional Pricing, March 2014 - Click here to download
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Change Management and Pricing
The Pricing Advisor, February 2014 - Click here to download
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Infiltrating Value-based Pricing in an Organization
Journal of Professional Pricing, Q3 2013 - Click here to download
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The Pricing of Bing Bang Disruptive Innovation
The Pricing Advisor, September 2013 - Click here to download
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Irrational Pricing Behaviors in Organizations
Journal of Professional Pricing, Q2 2013 - Click here to download
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Do you Have a Pricing Problem?
The Pricing Advisor, March 2013 - Click here to download
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Voice-of-customer Programs and Value-based Pricing
The Pricing Advisor, February 2013 - Click here to download
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When Data Doesn't Give you the Expected Answers
The Pricing Advisor, January 2013 - Click here to download
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Change and the Pricing Survey Executive Summary 2012
Journal of Professional Pricing, Q4 2012 - Click here to download
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Design Your Pricing Council to Become a Strategic Weapon
The Pricing Advisor, November 2012 - Click here to download
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Complexity Theory and Pricing Management
Journal of Professional Pricing, Q3 2012 - Click here to download
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Is it Time to Rethink your Pricing Strategy
MIT Sloan Management Review, July 2012 - Paper available on the MIT Sloan Management web site once you register for free.
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Making the Business Case for Investments in Value-based Pricing
Journal of Professional Pricing, Q1 2012 - Click here to download
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Facing the Commodity Price Bullies
Journal of Professional Pricing, Q4 2011 - Click here to download
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The Pricing Function in Industrial Markets
Journal of Professional Pricing, Q1 2011 - Click here to download
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Stay tuned for more papers. They will be added as soon as they come out. Visit this page regularly or set up a Google alert for Stephan Liozu!