Value Based Pricing One Day Interactive Workshop

Pre-workshop engagement
We propose the following activities and methods for workshop pre-engagement sessions with key
stakeholders and participants:
• Pre-course questionnaire
• Pre-course knowledge assessment

Session One: Understanding the Pricing Pyramid: Where do you stand?

• Different attributes for pricing
• How to classify where a competitor stands in the hierarchy of pricing excellence
• Key ingredients of a winning pricing strategy

Session Two: Value Creation: Your Product through the Consumer’s Eyes
• How effective is your current pricing process?
• The ‘MASDA’ approach: Meaningful and Sustainable Differential Advantage
• Differential pricing strategies based on value propositions

Session Three: Strategic pricing research and analysis

• Pricing research is not all about price
• Pricing analytics: Turning data into intelligence
• Qualitative analysis: the “WHY” chromosome

Session Four: Managing prices

• Maximise profits with a measureable pricing plan
• Improving your average selling price
• Pricing to increase profits

Session Five: Price negotiation

• Purchasing group pressure: turning issues into opportunities
• Procurement organisations: 10 mistakes to avoid
• How to win price negotiations using value arguments

Session Six: Pricing Tactics: Avoiding Price Wars

• Implications of uncontrolled price wars
• Recognising customer preferences to value and price sensitivity
• Measuring the ability to increase prices in price wars

Session Seven: Discounting Do’s and Don’ts:

• Assessing effective pricing analysis to kick the discounting habit
• Devising pricing strategies when demand exceeds supply
• Value-based approach: Tactical pricing to build value awareness
• Trading value for price: How to achieve this without jeopardising revenue?

Post-workshop engagement
We propose the following activities and methods for workshop post-engagement sessions with key stakeholders and
participants:
• Post-course Knowledge assessment
• Follow-up meeting or teleconference

PRICE IS YOUR MOST IMPORTANT STATEMENT.