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Businesses today are facing unprecedented pricing pressure due to the sophistication of modern procurement organizations. Pricing, sales and finance leaders across all industries are increasingly involved in challenging sales negotiations driven by well-trained procurement groups. Negotiation is a core business skill necessary for anyone in business. Pricing professionals and sales teams need to up their game to defend pricing, value proposition and profit margins.
This course will provide in-depth and practical pricing and negotiating approaches to counter even the most challenging procurement strategies. We will explore how the procurement organization has evolved to its current sophisticated 21st century model and the implications of this evolution for suppliers. We will dissect the tools, strategies and approaches modern procurement uses to extract more value and price from their suppliers. We will review 16 common buyer games and how to combat each one, and best practices for designing winning pricing strategies and tactics to counter procurement strategies and grow your business and margins.
Attendees Will Learn:
LEVEL 400 COURSE | B2B THEMED
Lydia is the CEO and founder of Capital Pricing Consultants, a revenue management and business consultancy dedicated to improving profitability for its clients through strategic, operational and tactical recommendations. With more than 25 years of global revenue management and business leadership expertise, she holds an MBA from Youngstown State University and is a member of the PPS Board of Advisors.
Chris Provines is a speaker, author, educator and advisor to firms ranging from Fortune 50 businesses