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.

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Achieving superior pricing goes well beyond the price setting and analysis typically done by the pricing organization. It requires a supportive company culture with a passion and urgency for pricing and profit enhancement, strong price execution motivation and skills throughout sales, the right pricing organization/structure, as well as the right pricing processes and systems. This critical part of a company’s pricing transformation is often over looked or under invested in. Pricing leaders need to expand their role to include driving this broader transformation.

This course covers many of the successful and practical strategies and tactics used by Smith as she led the DuPont Company’s pricing transformation.

This course is targeted for business management and pricing leaders who desire to have a greater influence on the company culture and business, marketing and sales organizations to improve the company’s ability to deliver far greater pricing benefits.

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As part of his Ph.D. research, Stephan Liozu studied the organizational and behavioral factors influencing the firm transformation towards pricing excellence. Pricing excellence combines both dimensions of pricing orientation and pricing realization leading too superior pricing power and ultimately to superior firm performance. During his research explorations, Stephan Liozu studied in depth the value-based pricing methodology and one of the steps of this methodology called economic value modeling. This PPS Online Pricing Course will present the latest concepts, practices and tools related to both methodologies.

This Online Pricing Course will combine theoretical information as well as very practical recommendations on how to implement value-based pricing and conduct a value modeling process. Stephan will present a case study on how he was able to pilot and test his 5 C model of transformation in practice.

Stephan Liozu will also review the main concepts of pricing orientation and pricing realization. He will also present some of the latest concepts related to value-based pricing including some definitions, key success factors and potential barriers to adoption. The value modeling process will be discussed in great details and several examples of value models will be presented.

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Why is raising prices so difficult but lowering prices so easy? What can marketing communications and sales do to improve price capture? What kinds of switching costs affect pricing? Why do prices end in nines? Why do mattress salesmen show customers outrageously expensive beds first prior? Why are price cuts easy but price increases hard? How do customers think about prices and what can a company do to influence their expectations positively?

In Influencing Customer Price Acceptance, Tim will explore over 17 different economic, perceptual, behavioral, psychological, and neurological influences to customer price perception. Some of these factors can be influenced by the actions of sellers, others are inherent within buyers, and still others are impacted by competitors. Yet all are important in understanding and influencing customer price acceptance.

This Online Course addresses pricing issues in business and consumer markets and is appropriate for pricing, marketing, sales, and other senior executives.

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The cornerstone of pricing in industrial markets is the ability to quantify and document value. B2B pricing requires the ability to document in monetary terms ($/€/£/¥) how much incremental profits a proposed product or service delivers over the customer’s next best alternative.

In this online course we present proven methods and tools B2B pricing professionals can use to translate product features into customer benefits and into documented and quantified customer value. We illustrate how B2B pricing professionals can use customer input to quantify and document the monetary value of their own products and services versus the customer’s next best alternative.

Todd Snelgrove, a global leader in industrial bearings, illustrates how SKF conducts Total Cost of Ownership and Total Value of Ownership calculations to quantify customer value. Todd Snelgove also highlights how SKF justifies price premiums vis-à-vis competitors and how SKF is able to profitably grow with a product portfolio which carries significant price premiums vis-à-vis competitors.

This online course is especially beneficial for those B2B pricing professionals who wish to transit from cost/competition-based pricing towards value-based pricing and who want to improve their ability to justify their own prices with the value they deliver to customers.

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Customers do not judge prices in absolute terms, they evaluate prices in relation to a series of factors which pricing managers can influence. In this webinar we will show how pricing professionals can use an understanding of B2B and B2C customer psychology in order to influence perceptions of value and price. We will look at best practice examples of price framing, price communication, product-line pricing, 9-endings, price structure, price differentiation, price formats and other tactics. We will also illustrate how ambiguity of pricing information influences decision making processes within firms.

Participants in this webinar will gain clear insights on how to communicate price and value – including examples on how to communicate price increases – in other to conjointly increase profitability and customer satisfaction.

Company case studies include Ardex, Xerox, The Economist, GE, Louis Vuitton, McDonald’s, Unilever and other case studies from B2C and B2C industries.

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Research should be conducted before a price point is set for a product or service. If the research is not planned and executed well (or not even done), then the price point will be incorrect, which would have serious consequences for the business. You cannot jump into a pricing study without a framework for conducting the study. Many courses focus on research techniques. But how to apply the techniques -- which ones and when -- is ignored.

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Welcome to Deloitte’s Retail Pricing Training Course. For some time, retailers have recognized that pricing is a powerful lever to drive profitable results and to improve competitive positioning. However, many retailers struggle to achieve the full value from pricing. Effective pricing requires an integrated and broad approach across several core competencies, including strategy, execution, and technology. This web-based course focuses on defining these core competencies in the retail environment, while also providing insight into leading practices and levers for improvement to meet the pricing challenges of today.

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This online course is a three-part series meant to help software companies develop a more robust Software-as-a-Service (SaaS) offering. Each segment focuses on a specific area required for success as a SaaS company. The final segment deals with pricing – an especially troublesome topic for SaaS companies.

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Immediately after that moment that prices have been set, executives are faced with the challenge of discounting. Furthermore, discount decisions can chew up more resources and cause more organizational conflict than any other pricing decision. While some executives would like to eliminate all discounts, discounting is a form of price segmentation and, properly managed, can actually improve profitability.

On the other hand, left to its own, discounting will spread like a virus affecting all transactions and wreak havoc on profits. Immediately after that moment that prices have been set, executives are faced with the challenge of discounting.

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In this online course, we’ll show you how to develop a sales force that effectively implements value based pricing strategies. We’ll discuss the tools needed for the Sales Team to pursue your value based pricing strategy.

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The aim of this course is to give you an understanding and insight into some of the quantitative methods and tools that Simon-Kucher & Partners use and that are available to you to help optimize your pricing.

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Pricing is an organization's most powerful profit driver. This key strategic decision is particularly challenging in the life sciences where there is a highly complex relationship between value, price, access and utilization caused by the variety of stakeholders and market inter-dependencies.

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There are many significant differences between pricing products and pricing services. This presentation will acquaint attendees with the fundamentals of service pricing and buying behavior as well as the most common methods of pricing services.

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In today’s turbulent economic environment, a strong focus on pricing has never been more important to retailers. Learn how leading retailers of fast-moving consumer goods (supermarkets, chain drug stores, mass merchandisers, etc.) are driving competitive advantage through progressive pricing strategies and tactics. This session will focus on actions that retailers can take to enhance price image and increase profitable sales.

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This is a dangerous time for pricing. A recession, combined with large fluctuations in commodities and exchange rates are making it extremely difficult to manage pricing. This course is focused on helping pricers be more effective during this time of economic uncertainty.

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Many times, core products can be enhanced with complementary products or additional features. In establishing price structures, companies must determine if the enhancements should be sold separately as add-on products or included in enhanced versions of the product. Informing the choice between add-on and versioning price structures are issues of not only cost structures, but also economic theory, market segmentation, consumer behavior, and neuroeconomics. Once a company chooses either an add-on or versioning structure, they must then set discounting and price promotion policies in light of key profit drivers.

Decisions in Add-on and Versioning Price Structures provides an in-depth analysis of the tradeoffs between selling enhancements in an add-on price structure versus a versioning price structure. It then expands these core issues by looking at profitable discounting and price promotion strategies within each. Case studies are drawn from consumer retailers, consumer branded goods manufactures, and industrial product and service providers.

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Taking as examples best practice case studies in B2B and B2C pricing, we learn how to use pricing strategy and pricing processes to improve profitability. In this course, you will learn about proven pricing tools and innovative pricing strategies. We will review which elements of the pricing strategy to change during recessionary times.

We will also highlight available opportunities for companies with the insight and discipline to implement creative pricing strategies. You will gain insights about what you can do to improve pricing capabilities of your own organization. A checklist, which has been tested in +50 B2B and B2C pricing projects, summarizes key take-aways to implement main learnings.

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Hotels bundle Saturday brunch with a Friday-night stay-over. Microsoft bundles Word with Excel in Office. O2 bundles ADSL with Mobile. Restaurants bundle a three course meal into a price fixed offering. Business customers ask for “the entire bundle, but at a discount.”

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This comprehensive Online Pricing Course will review all the essentials of price optimisation using dozens of cases from a variety of industries to support the theory. SAVE Money by buying our All Inclusive CPP Pricing Training and Certification Packages

Updated with our latest experiences helping companies build their pricing confidence, this Online Pricing Course will provide managers with 10 real-world pricing best practices that will help them understand how to limit discounting, clarify the organization’s pricing strategy, quantify the financial benefit of an offering, target high value customers, and help sales prepare for tough negotiations. participants will leave the course with a roadmap for how they can apply pricing best practices to take their organization from ad hoc pricing to pricing with confidence.

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The course is built around the World Class Pricing© framework. Participants will be led through the 5 levels of World Class Pricing excellence. We will address the tools, skills, and change management considerations required to lead your organization to higher levels of pricing excellence.

The course is designed such that participants will complete the course and be equipped with the knowledge and tools to tackle key pricing challenges in today’s environment. The course has been condensed from our two day “Best Practices in Pricing Management” CPP seminar. It is suited for Pricing Management practitioners of all levels of competency looking to upgrade skills or jump-start their implementation plan.

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Developing and implementing an overall pricing strategy is a challenging task for every business firm, but doing so in uncertain economic times is even more of a challenge. What factors should be considered by a firm in implementing price changes? What intra-organizational roadblocks exist to the implementation price changes? How can they be over come? Who are the enemies and who are your friends in implementing price changes in your firm? What strategies, tools, and methods can be used to effectively implement a price change within the firm?

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During this prolonged market downturn, business clients are especially price sensitive when buying services or a product/service bundle. Many customers have frozen or reduced budgets and use internal resources for less than optimal solutions. Those that are purchasing services are becoming increasingly sophisticated buyers that view services as a series of well-defined commodities that are available from a plethora of companies. Unfortunately, many service vendors have not updated their offering to meet the evolving needs of their business customers. Nor do they communicate their unique value to each client. As a result, customers that are buying focus primarily on price, knowing that suppliers will respond with even greater discounts. Or worse, suppliers will give away services to close the sale of commodity products, thus undermining the true value proposition.

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This Online Pricing Course addresses pricing analytics for B2B firms.

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Innovation has become a priority for the survival of business in the 21st century. Firms are pouring billions on innovation investments every year with the goal of creating differentiation and competitive advantage. Most of the time, however, they forget one critical elements in the innovation management process: the clear definition and measurement of customer value and the value capture through proper pricing strategy.

This online course is designed to review the position of the value and pricing management dimensions within the innovation process. The course covers five dimensions of this process: pricing orientation and price decisions are taken; measurement of economic value; pricing and value management in the Stage Gate process; pricing and value management in the Introduction Phase of product lifecycle; and, pricing of breakthrough innovations. This course intends to show that pricing and value management have a key role to play in the strategic innovation process in order to allow firms to capture the return for their investments. Pricing, value and innovation are elements of a dynamic and integrated systems that cannot be managed in parts.

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Developing and implementing an overall pricing strategy is a challenging task for every business firm, but doing so in uncertain economic times is even more of a challenge. What factors should be considered by a firm in implementing price changes? What intra-organizational roadblocks exist to the implementation price changes? How can they be over come? Who are the enemies and who are your friends in implementing price changes in your firm? What strategies, tools, and methods can be used to effectively implement a price change within the firm?

Making price changes stick in the external market place is even more difficult. Customers, buyers, distributors, competitors, and economic forces can prevent a firm from implementing prices changes and making them stick. Customers often want a lower price. Distributors want to make last minute price deals. Competitors want to gain market share. Changing economic conditions often force changes without any warning. What can a company do to counter these external price changing forces? How can a company avoid price wars in the market place? How can a company prevent loss of market share?

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During this Online Course, Stephan Liozu will briefly introduce and review each element of the transformational model as well as present the ARDEX Americas transformation case study. He will introduce the various steps of this transformation, how the journey is going and what lies ahead.

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Updated with our latest experiences helping companies build their pricing confidence, this Online Pricing Course will provide managers with 10 real-world pricing best practices that will help them understand how to limit discounting, clarify the organization’s pricing strategy, quantify the financial benefit of an offering, target high value customers, and help sales prepare for tough negotiations. participants will leave the course with a roadmap for how they can apply pricing best practices to take their organization from ad hoc pricing to pricing with confidence.

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Pricing is still an organizational “orphan”. Only 5% of Fortune 500 companies have dedicated pricing team. In many firms pricing responsibilities are fragmented, reduced to margins management and severely informal. Despite being considered as a strong level of profitability by consultants and marketing scholars, pricing, as a management practice and as a science, still suffers from a lack of awareness in the C-suite. Many top executives sometimes get involved in pricing activities and discussions. But they do not embrace pricing as a function requiring significant leadership attention, on-going investments and considerable change management efforts. So how do we raise the awareness of pricing in the organization, get CEO and the C-suite attention and enroll these top executives in the large-scale transformation pricing projects?

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Your pricing team can set great pricing targets and recommendations for pricing moves but in the end success comes down to marketing & sales ability to execute these recommendations. Each negotiated deal has the potential for price to be dropped. While at times dropping price is appropriate, often it is dropped unnecessarily or far deeper then needed. Additionally, when a business decides to raise price, the execution skills of marketing and sales along with the actions of the business leaders are critical to success. Too often price increases fall short of expectations. The business assumes the market dynamics were not favorable for the increase when the real reason was unskilled execution.

This course covers the business, marketing and/or sales skills needed to successfully negotiate a deal with no or minimal price decreases and to effectively implement price increases. Smith has led or overseen hundreds of successful pricing moves across highly diverse businesses using these approaches. Smith, former head of DuPont Company’s pricing transformation, also discusses these practical strategies and tactics in her book “The Pricing and Profit” Playbook.

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Achieving superior pricing goes well beyond the price setting and analysis typically done by the pricing organization. It requires a supportive company culture with a passion and urgency for pricing and profit enhancement, strong price execution motivation and skills throughout sales, the right pricing organization/structure, as well as the right pricing processes and systems. This critical part of a company’s pricing transformation is often over looked or under invested in. Pricing leaders need to expand their role to include driving this broader transformation.

This course covers many of the successful and practical strategies and tactics used by Smith as she led the DuPont Company’s pricing transformation.

This course is targeted for business management and pricing leaders who desire to have a greater influence on the company culture and business, marketing and sales organizations to improve the company’s ability to deliver far greater pricing benefits.

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The last five years have felt like the equivalent of a roller coaster ride. Organizations are faced with a high level of volatility with demand levels, competitive pressure and commodity price levels. The traditional supply and demand cycles have disappeared. Today organizations are confronted to both flat demand levels and rising commodity prices. As a result, there has never been a better time to manage price changes with purpose. When inflationary pressures are serious and erratic, organizations and their pricing team have to manage price increases and potentially price decreases in a very structured and professional manner.

In this presentation, Stephan Liozu, Ph.D gives practical steps on how to manage a price increase process and a price decrease process. He shares practical experience with price change initiatives he was able to lead and execute throughout his career. Stephan also proposes key success factors on how to manage both processes so that customers feel treated with fairness and respect.

This online course presents a unique and holistic management of price changes. Stephan Liozu conducted an in-depth review of the existing literature and combined these results with 20 years of price management in B2B environments. The end result is a state-of-the-art exclusive presentation for the Pricing Society membership.

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More than 70% of projects fail because of the inability of organizations to change. The same goes with pricing projects and initiatives. Change in value and pricing management is challenging, sometimes tenuous, and might take a long time to be accepted, adopted and assimilated. Whether pricing practitioners lead a small project or they embark on a transformational pricing journey, they have to understand the basic concepts and theories of change management.

During this online course, the speaker presents the most effective and adopted change management methodologies. The concept of organizational change capacity in pricing is discussed based on a 2012 survey of 939 pricing professionals that identified the key drivers of successful change in pricing. Finally, the speaker reviews in details a proprietary change management model for pricing projects that includes ten critical dimensions of transformational change.

This unique course combines the latest science in change management and change leadership with practical real-life examples specifically related to pricing.

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Have you ever heard of the rational consumer? Even more importantly, have you ever heard of the irrational consumer? The aim of this short course is to present how standard economics explains individual choices and why its models are not fully adequate when it comes to predicting human behavior in the real world. However, behavioral economics can provide you with a more realistic set of instruments to better understand consumers’ decisional processes. This course focuses on how to apply behavioral economics principles to the business environment. After a short introduction to standard and behavioral economics, the course will deal with the way individuals take decisions and how this process can be influenced and nudged by sound commercial initiatives. A further topic covered is the role of price in transactions and its impact on the utility experienced or realized by consumers. We will then move on to the concept of loss aversion, together with some interesting business implications. Finally, the course will briefly present the impact of two important factors on human choices and behavior: mental accounting and self-control.

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It is well accepted by business leaders that pricing is very powerful in impacting the profitability of organizations. And we also know that with great powers come great responsibilities. Therefore, it becomes essential that substantial efforts are invested in executing the great pricing strategies, so that their full benefits can be realized. It requires not only strategic outlook and computational prowess, but also execution excellence manifested in all the direct and indirect activities involved from conceptualization to rolling out prices.

Dr. Jalora draws upon his learning from his previous pricing roles at Starbucks, Overstock.com, PROS, and Reliance Jio, and his analysis of pricing scenarios at some of the leading global companies operating in B2B and B2C industries, and presents a comprehensive approach for successfully managing pricing at organizations.

This course is appropriate for senior to mid-senior level sales, product, marketing, finance, pricing, and systems executives who are directly or indirectly involved in pricing decisions and processes at their organizations.

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As pricing professionals, we have lots of tools to help us examine the numbers, but what if the real pricing pressure is because our sales teams aren't delivering compelling proposals? In this course, Reuben Swartz, a ‘numbers’ guy from Mimiran, reveals how there are limits to numerical analysis and huge opportunities for price and revenue gains from improving proposals.

This course is aimed at B2B firms who use proposals to sell and who have some freedom in how they craft the proposals. Firms that have strict proposal requirements-- for example, government sales-- will learn some valuable tips, but may not be able to apply the full range of techniques.

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Organizing Pricing for Success - (Stephan Liozu, Ph.D., CPP) $695.00 $495.00
Pricing Transformation: Creating the Passion, Urgency and Skill... - (Joanne Smith) $695.00 $495.00
Value-based Pricing and Value Modeling: Theoretical & Practical Perspectives - (Stephan Liozu) $695.00 $495.00
Influencing Customer Price Acceptance - (Tim Smith) $695.00 $495.00
Quantifying and Documenting Value in Business Markets - (Andreas Hinterhuber & Todd Snelgrove) $695.00 $495.00
Psychological Aspects of Pricing - (Andreas Hinterhuber & Stephan Liozu) $695.00 $495.00
Quantitative Pricing Research: Framework and Methodologies - (Walter Paczkowski) $695.00 $495.00
Achieving Pricing and Profitability Excellence in Retail - (Deloitte Team) $695.00 $495.00
How to Plan, Price and Deliver a Software-as-a-Service Offering - (Jim Geisman) $695.00 $495.00
Quantitative Methods in Discount Management - (Tim Smith) $695.00 $495.00
The Sales Team and Pricing Success - (George Cressman) $695.00 $495.00
Quantitative Methods That Help to Optimise Your Pricing - (Stephan Butscher) $695.00 $495.00
The Fundamentals of Pricing in the Life Sciences - (Juan Rivera, Heather Steinfield, Nick Keppeler) $695.00 $495.00
The Fundamentals of Services Pricing - (Alfred Hahn) $695.00 $495.00
Retail Pricing Strategies and Tactics - (Jon Hauptman) $695.00 $495.00
Pricing During Turbulent Times - (Paul Hunt) $695.00 $495.00
Decisions in Add-on and Versioning Price Structures - (Tim Smith) $695.00 $495.00
Best Practices in Designing and Implementing Value-Based Pricing Strategies - (Andreas Hinterhuber) $695.00 $495.00
Bundling's Impact on Profits - (Tim Smith) $695.00 $495.00
Core Pricing Skills - (Stephan Butscher & Mark Billige) $695.00 $495.00
Pricing Certainty in Uncertain Times - (Mark Burton) $695.00 $495.00
How to Achieve Pricing Excellence - (Jim Saunders & Avy Punwasee) $695.00 $495.00
Implementing Price Changes - (Richard Lancioni) $695.00 $495.00
Avoid the Commodity Trap - (Reed Holden) $695.00 $495.00
Best Practices in Pricing Analytics - (Reuben Swartz) $695.00 $495.00
Pricing, Value & Innovation - (Stephan Liozu, Ph.D., CPP) $695.00 $495.00
Implementing Price Changes In Competitive Markets - (Richard Lancioni, Ph.D., CPP) $695.00 $495.00
The 5C Model of Pricing Transformation - (Stephan Liozu, Ph.D., CPP) $695.00 $495.00
Price Certainty in Uncertain Times: 10 Ways to Stop Leaving Money on the Table - (Mark Burton) $695.00 $495.00
Pricing and the C-Suite - (Stephan Liozu, Ph.D., CPP) $695.00 $495.00
Best Practices for Pricing Execution - (Joanne Smith) $695.00 $495.00
Pricing Transformation - (Joanne Smith) $695.00 $495.00
Fundamentals of Price Increase and Decrease - (Stephan Liozu, Ph.D., CPP) $695.00 $495.00
Change Management in Pricing Course - (Stephan Liozu, Ph.D., CPP) $695.00 $495.00
New Perspectives on Pricing - (Dr. Enrico Trevisan) $695.00 $495.00
Successfully Managing Pricing - (Dr. Anshu Jalora) $695.00 $495.00
Beyond the Numbers - (Reuben Swartz) $695.00 $495.00

PPS Membership is active for one year

Membership benefits:
  • Discounts on Registration Fees to any of our Pricing Conferences and Workshops ($300 savings)
  • Discount on Certified Pricing Professional (CPP) Certification Program
  • The Pricing Advisor Newsletter (Monthly) and The Journal of Professional Pricing (Quarterly)
  • 24/7 online access to the largest pricing library in the world with over 500 articles
  • Numerous webinars addressing pricing strategies, technology & tools