MODULES
Four 1.5 hour modules, 2 per day with 30 min break between
OVERVIEW
In times of crisis, market demand often falls and pressure to provide pricing relief to customers skyrockets. How well you set your pricing strategy and how well you negotiate your price is likely the largest factor (under your control) affecting your profitability. It’s imperative that you have a Pricing Crisis Preparedness Plan to weather this storm. Time is critical – you either opt quickly to proactively influence the market or you unintentionally become reactive to your customers’ and competitors’ behaviors. Reactive behavior will lead to severe price and profit declines. This course builds off of best practices for good times, with a special focus on times of crisis, so you not only weather this crisis, but you gain the best practice skills to come out of the downturn strong.
RECOMMENDED FOR:
- Business directors; market/product managers; pricing managers
- Sales managers; sales professionals
FORMAT:
Live virtual workshop spread across 2 days. The course covers four modules (2 per day with a 30 minute break between modules. Each module approximately 1.5 hours).
OBJECTIVES:
After completing this workshop you will be able to:
- Prepare a Pricing Crisis Preparedness Plan.
- Apply practical advice on pricing strategies immediately – for good times and in crisis.
- Make faster, smarter discounting decisions with the use of simple tools and templates.
- Have confidence in pricing power and capabilities to hold price, delay discounts or increase price as appropriate for your market dynamics
CONTENT:
The course grounds participants in pricing strategy/settings as well as the critical aspects of price execution with a special emphasis on crisis times including:
- Behaviors to influence the market and customers.
- Best practices for holding, delaying price relief or increasing price – for both normal and good times.
- Preparing a Pricing Crisis Preparedness Plan
- How to make smart price discounting decisions…and avoid price leakage
PRICING:
- Member: $995.00
- Non-Member: $1195.00
Speaker
Joanne Smith
Joanne Smith is the Founder and President of Price to Profits Consulting.
Prior to founding Price to Profits Consulting in 2013, Joanne was the former Corporate Head of Marketing, Pricing and Customer loyalty for DuPont. Joanne transformed DuPont’s pricing from weak to outstanding while delivering unparalleled profits.
She is the author of The Price Negotiation Playbook, The Pricing and Profit Playbook and Pricing in a Crisis Playbook and on the faculty for the Professional Pricing Society (PPS) and The Institute for the Study of Business Markets (ISBM).
With more than 20 years of global business, marketing, sales and pricing expertise, she now works with B2B and B2B2C companies – around the globe – helping them develop world class pricing and profit strategies as well as training sales organizations.
Joanne is best known for her practical, pragmatic approach and her ability to build courage, confidence and conviction in businesses or commercial teams to take bold pricing actions.
If you're an ISBM member, please log into your Member Portal to register and/or get member pricing. Contact Us if you have questions. Not a Member but interested? Contact Us here
