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Leverage Best Practices to Drive Your B2B Pricing Strategy

Leverage Best Practices to Drive Your B2B Pricing Strategy

This workshop will cover 3 B2B pricing strategy levers to execute upon return to the office:

  1. Bids: Organizations usually evaluate production capacity, minimum profit margins and anecdotal sales input. During the course, professionals will be given new processes and tools to take the mystery out of bid pricing.
  2. Financial Value Quantification: Participants will be stepped through the process of how to concretely derive value and decide what portion should be retained versus shared with customers.
  3. Price Dispersion to Price Strategy: Over time B2B pricing strategies become compromised due to one off deals and exceptions eventually becoming the norm. We will help executives understand the process to manage this dispersion to drive profit improvements and reinstitute pricing integrity.

Workshop level: 300
(Thursday, 7 December)

Attendees will learn:

  • How to improve your bidding strategy

  • Identify and leverage your pricing strength by utilizing financial value methodology

  • Find 1% improvement through cleaning up your legacy pricing structure

Avy Punwasee

Principal, Revenue Management Labs

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Michael Stanisz

Principal, Revenue Management Labs

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