The Fundamentals of Value-based Pricing Strategy

Workshop Agenda (applies to all 5 workshops) 8:00 a.m. -- Breakfast / Registration 9:00 a.m. -- Workshop Begins 10:00 a.m. -- Morning Break 10:30 a.m. -- Workshop Resumes 12 Noon -- Lunch 1:00 p.m. -- Workshop Resumes 2:30 p.m. -- Afternoon Break 3:00 p.m. -- Workshop Resumes 4:00 p.m. -- Workshop Close For those working toward the full Certified Pricing Professional designation, this course counts as ONE CREDIT.

About this Core Skills Workshop

Pricing strategy is more important and more valuable to businesses today than ever before, yet most organizations continue to manage pricing in tactical and reactive ways that contribute to lost profits and, far worse, to damaging long-term business impact. To sustain growth and profits in today’s economy, pricing strategy must go beyond simply setting prices. This highly interactive one-day program introduces industry-leading approaches to managing pricing as a strategic capability.

Attendees will take-away skills to diagnose challenging pricing problems and gain experience with a complete tool set for developing value-based pricing strategies.

• Employ best-practice data collection techniques to identify the drivers of customer value

• Quantify differential economic value using Economic Value Estimation techniques

• Develop clear value propositions for product and service line extensions with the Offering Configuration Tool

• Drive profitable revenue growth through value-based price segmentation techniques

• How to deal with the emergence of powerful procurement groups that are expert at negotiating aggressive price concessions

• How to respond to increasingly rapid product commoditization that encourages customers to demand more value for less money

• What to do about competitors who have emerged with new business models and lower costs that undermine your value proposition

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Elliott Yama is the Director of Pricing Education with Strategic Pricing Group and is responsible for managing executive education and consulting projects. Focused on helping clients to transition to value-based pricing, Elliott has deep industry experience in manufacturing and services. He is a frequent speaker on the practical application of value-based pricing. Elliott is a graduate of Boston University’s Graduate School of Management.