In this course, students learn how to create a practical, action plan to take their company’s pricing performance from good to great, a challenge so many companies face.  Students will learn that achieving superior pricing goes well beyond the price setting and analysis typically done by the pricing organization. Students will learn how to help develop their company’s culture with a passion and urgency for pricing and profit enhancement, strong price execution and motivation skills throughout sales, learn what is the right pricing organizational structure as well as the right pricing processes and systems. Students with further learn why this critical part of a company’s pricing transformation is often overlooked and underinvested, and why every pricing leader should expand their role to include driving this broader transformation.

The course is designed to help participants identify gaps in their pricing change management efforts and offers practical approaches, solutions and action plans in the following key areas:

• Vision, Culture & Leadership Buy-in –Best practices for driving commitment for change among key stakeholders
• Pricing Organization Effectiveness – Guidelines for building the right pricing team including roles, responsibilities and competency needs
• Sales and Marketing – Approaches for achieving pricing excellence in sales including skills and compensation that drive the right behaviors
• Process and Systems – Practical guidance for process selection and overall system readiness
• Pricing Skills – Overview of the talent, competencies and training that are required for successful change
• Pricing Skills & Projects – Project approaches for effectively managing the three levels of pricing.