Relationship-Based Pricing (RBP), also known as Relationship based Pricing is a concept in the banking industry. RBP is a pricing and billing framework where pricing is determined based on a customer's overall purchases and circumstances, rather than being delivered on a product-by-product basis. RBP enables banks to use customer-centric parameters to determine pricing, such as the level of overall business the customer does with a bank or the types of services purchased.
Financial services industry analysts like Celent and TowerGroup endorse relationship-based pricing to improve profitability. A regional US bank and subsidiary of BNP Paribas, Bank of the West, recently completed an RBP project. 
In this hands-on successor to the popular book The Trusted Advisor, you'll find answers to pervasive questions about trust and leadershipâsuch as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance.
Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference.
Put the knowledge and practices in this fieldbook to work, and you'll be someone who earns trust quickly, consistently, and sustainablyâin business and in life.
This book offers novel methods for developing Value-based marketing strategies aimed at increasing revenue and profits. The Value concept relates all the benefits offered by a product with its price and the effort required to obtain it. Global competition requires managing Value rather than individual products or brands. This fosters customer loyalty, and provides a solid basis for relationship marketing. The book takes a practical, step-by-step approach to explain:
â¢ How the forces of supply and demand interact with customer Value;
â¢ The relationships between benefits, quantities, prices and costs;
â¢ How to develop effective competitive strategies;
â¢ How to manage inventory and product mix efficiently;
â¢ How to apply the Value model to increase profitability, and solve major marketing problems.
The book sets forth several new approaches for marketing and pricing decision-making:
â¢ The concept of Value integrates marketing, finance, economics and accounting, in order to link Value-based pricing with relationship marketing.
â¢ The law of supply and demand is restated with quantity as a function of Value instead of price; this makes it a more realistic and practical tool for understanding todayÂ´s highly competitive business environment.
â¢ The confrontation and complementation concepts provide useful tools for guiding marketers into new segments, and pricing products accordingly. They play a key role for devising win-win strategies, not only with customers, but also with competitors.
â¢ The Value Matrix is a practical tool for understanding the productÂ´s positioning, analyzing its competition, setting prices and developing strategy. It aims at achieving an optimal balance between customer loyalty and product mix profitability.
â¢ The Value Life Cycle illustrates how Value acts as a force that constantly changes revenue, providing insight for developing strategies in each phase of the productÂ´s life cycle.
â¢ Analogies with physics illustrate how policy constraints create resistance to sales velocity, thereby determining the rate at which a firm advances towards its financial and marketing goals.
â¢ The strategy for pricing business services applies Value to balance supply with demand; this leads to increased revenue.
â¢ The marketing approach set forth unifies product portfolio and inventory management with Value-based pricing for maximizing income.
Clear explanations and accessible language make this book ideal for marketing professionals and non-specialists. Advanced readers may refer to the appendices, where the subjects are analyzed further and the mathematical foundations are laid out; numerous solved problems of pricing and costs are included.