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

Bad pricing is a massive destroyer of a company’s value. Fortunately, if everyone in the company follows 10 simple rules, you can fix the problem. These rules bridge the gap between the marketing, sales and pricing functions and invoke the critical link with senior managers to assure growing profits and revenues for your company.

Attendees to this highly interactive seminar will learn how to be more effective pricing managers and decision-makers at both the strategic and tactical level.

The program will prepare you to:

• Understand where and how to start your pricing analysis to get the most and the fastest results for your company
• Prepare the rest of the firm to understand the necessary foundation of value for developing and executing good pricing strategy
• Provide simple explanations for what needs to be done in the company to dramatically improve profits and sales revenue

• The ten rules of engagement and how to implement them within your organization
• How to make salespeople more effective in dealing with customers who are Poker Players
• The importance of offering structure to block competitors’ moves against you and to provide salespeople with more effective negotiating tools
• How to develop an effective pricing information system to help stabilize price competition in your industry
• The importance of getting senior managers to support rather than undermine your pricing activities

Included Free with this course: Reed K. Holden’s and Mark Burton’s latest book Pricing with Confidence will be provided to workshop participants at no charge.

Presenter: Reed K. Holden; Founder, Holden Advisors
Dr. Holden focuses on building valuable customers with business-to-business firms including Fortune 500 companies, financial and information services, technology and outsourcing, and professional services companies. He is an enthusiastic and persuasive advocate of the Value DisciplineSM process.

Dr. Holden co-wrote The Strategy and Tactics of Pricing 2nd and 3rd editions and the recently published Pricing with Confidence with co-author Mark Burton.

Presenter: Mark Burton; Co-Founder and Vice President of Consulting, Holden Advisors. Mark Burton is an engagement executive for Holden Advisor clients and is responsible for client deliverables and for the firm’s consulting operation. Mark is the driving force in the firm’s efforts in developing offering and pricing strategies for services and hi-tech organizations.

Mark has 16 years of experience in sales and consulting in the areas of strategic marketing and pricing. His latest book, Pricing with Confidence, with co-author Dr. Reed Holden was published in early 2008.