"Managing Price Confidently in an Uncertain Economy"
Presenter:
Mark Burton
Co-founder and Vice President, Holden Advisors
This highly-rated workshop offers sage advice on pricing in an uncertain economy. Will this be a growth year or not? Should we be discounting or raising prices? Is our product falling into the commodity trap or just in a mature phase of its lifecycle?
You will learn real-world pricing practices that will show how to clarify the organization’s pricing strategy, help sales prepare for tough negotiations with procurement officers, and plan for profitable revenue growth. Attendees will leave the workshop with a copy of the book Pricing with Confidence and a game plan for how you can apply the right pricing practice in a market that seesaws between growth and contraction on a daily basis.
The program will prepare attendees to:
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Manage discount allowances in uncertain market conditions
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Quantify the financial benefit your customers receive from your product and services
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Apply the right pricing strategy over the product lifecycle
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Give sales the tools they need to be more effective in dealing with procurement officers
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Work with finance to increase efficiency, identify relevant costs for pricing, and institute better profit metrics for pricing success
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Team up with product management to develop an offering structure to block competitor’s moves against you and provide sales with more effective negotiating tools
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Force competitors to react to your pricing and value in the market
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Build the organization’s selling backbone with tools to confidently manage negotiations with procurement
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Learn how to better use Cost-plus as part of the price improvement journey
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Price with confidence — remember who you are!
The presentation will include a complete discussion on:
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What rules of engagement to implement during this uncertain economy
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How to make salespeople more effective in dealing with procurement officers
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How to develop an effective pricing information system to help stabilize price competition in your industry
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The importance of getting senior managers to support the collaboration between sales and pricing.
Mark Burton is co-author with Reed Holden, of the book Pricing With Confidence: 10 Ways to Stop Leaving Money on the Table. He is co-founder and Vice President at Holden Advisors where he runs the firm’s consulting organization. His seventeen years of experience in the field of pricing have led him into virtually every industry. In recent years he has focused his efforts on advising firms in high technology, business services, software and data services, and manufacturing.
Mark’s opinions on pricing strategy are widely sought after and he writes on pricing innovation, pricing risk in service offerings and improving price performance. His articles appear in Marketing Management, The Journal of the Professional Pricing Society, and The Journal of Financial Transformation.