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Organizations and their leaders often struggle to design the right organization architecture for their pricing function. They face issues on where to locate the pricing team, how to allocate the reporting responsibilities, how to engage cross-functional collaboration, and how to raise the intellectual capital in pricing. In the end, a lack of a good organization design combined with an inadequate culture leads to more frequent pricing project failures. Pricing practitioners and pricing leaders should pay close attention to these organizational and human dimensions of pricing in order to create the right team culture and the right pricing training agenda.
This unique one-day workshop combines the latest science in pricing organizational design, in change management for pricing, and in socio-technical pricing capabilities. Participants will receive both theoretical knowledge and practical tips on how to set a successful pricing team and how to improve their collaboration culture with respect to pricing.
The various options to organize the pricing function.
How to set up a Pricing Council and how to make it a strategic weapon.
How to set up a culture of collaboration between pricing, sales and marketing.
How to leverage change management methodologies to drive pricing change.
How to design and implementation a progressive pricing training program.
Stephan M. Liozu is a creator, a disruptor, a designer, a creator and an innovator. With over 20 years of experience in business, he has recently focused on design and creativity in value and pricing strategies. Stephan has worked for both Fortune 500 companies and family-owned business. He holds a Master’s degree in Innovation Management and earned a Ph.D. in Management from Case Western Reserve University.
Stephan earned his CPP designation in 2009 and recently achieved the Prosci® change management certification. Over the past few years, Stephan published academic articles in the Journal of Revenue & Pricing Management, Journal of Business Strategy, MIT Sloan Management Review, and Industrial Marketing Management as well as in the Journal of Strategic Marketing.
He has also written several articles on strategic pricing issues for the Journal of Professional Pricing and is a regular presenter at Professional Pricing Society conferences in Europe and North America as well as the Strategic Account Management Association conferences. He co-authored Innovation in Pricing – Contemporary Theories and Best Practices (with Dr. Andreas Hinterhuber) that was published in the fall of 2012 and “The ROI of Pricing” that will be published in January 2014.
Stephan sits on the Advisory Board of LeveragePoint Innovation, 360pi, and of the Professional Pricing Society.