PRICING FUNDAMENTALS Program
Transform your company’s pricing culture and drive more profitable revenue growth.
For pricing, marketing, category managers, planners, finance teams and sales professionals.
Program includes:
- 5, 8 or 12 Lessons
- Lesson workbooks
- Downloadable tools
- Online discussion board and Q+A
- Learner progress reports
- Learner technical support
- Certificate of completion
- Series of implementation workshops (by arrangement)
Total course duration: 5, 8 or 12 hours (basic, intermediate, advanced)
Master the techniques necessary to generate an incremental 50-250 basis points of margin expansion in less than 12 months
Pricing Fundamentals is an online program designed to educate sales, marketing finance, operations and executive leadership teams in the critical principles of pricing strategy, structure and operations.
Pricing Fundamentals teaches techniques and methods to make pricing a strategic lever for earnings growth.
This program is best suited to companies experiencing the following margin erosion challenges:
- undefined value drivers
- commodity mindsets
- excessive discounting
- cost-plus pricing
- team misalignment
- threats from low-priced competitors
- an inability to implement effective price increases
Outcomes
Learn to identify sources of value that will unlock pricing power in your business.
Implement a value-based pricing culture to drive margin expansion and earnings growth.
Define, communicate, and capture more value for your products & services using value-based structured customer agreements.
Create team buy-in, alignment and commitment to a common value based pricing language.
Develop high-performing teams to manage your most powerful profit lever – pricing.
Build confidence to sell and negotiate more profitable sales outcomes for both complex and simple products to Key Accounts and distributor channel partners.
Identify quick win pricing and margin opportunities across products and customers.
Adopt the right tools and techniques to eliminate pricing errors and reduce margin risk.
Develop an effective pricing architecture to deliver more consistent prices to the market resulting in price leadership and greater levels of forecast accuracy and earnings certainty.
Program Approach
Complete Lessons
Complete 8-12 online lessons over the course of 8-12, plus associated workbook exercises. Submit margin improvement ideas at the end of each lesson. Complete end of lesson test and final exam.
Evaluate Margin Ideas
Rate & rank margin ideas. Run Pricing Fundamentals workshop with colleagues and customers (for Enterprise learners).
Implement Margin Initiatives
Test, implement and evaluate pricing strategy and operations initiatives for margin expansion.
What You’ll Learn in This Course:
Learn how to apply the principles of value-based pricing to products, services and customers to maximise profit.
How to avoid the eight most common forms of margin erosion that put earnings at significant risk.
Diagnose your current pricing operations capability and identify quick wins and long-term strategic opportunities.
How to develop your price negotiation strategy with a proven value pricing framework.
Develop a price structure to capture more value and reduce price complexity and margin risk.
Learn to manage major accounts and distributor channel partners using sophisticated rebate contract mechanisms.
Margin expansion techniques to drive earnings growth via 11 lever management levers.
How to apply value pricing principles to transform your marketing collateral and sales and negotiation methods to drive more profitable revenue growth.
Learn how to implement a strategic price increase and manage cost inflation.
Identify margin risks and opportunities using advanced data analytics methods.
Understand the impact on margins and net profits when evaluating changes to List Prices, Discounts, Costs and Volumes.
Comprehensive summary of key principles covered in the course.
What our graduates have to say
T. Broxham
Executive General Manager
S. McFarlane
Branch Manager
L. Naish
Executive General Manager
P. Allwood
Key Account Manager
S. Stillone
Finance Director Asia-Pac
Frequently Asked Questions
Pricing is your most powerful profit lever, yet how much formal training has anyone in your business been given to implement the right pricing strategy, structure and operations?
Pricing Fundamentals is a comprehensive training program designed to give your team the skills needed to improve pricing capability and de-risk earnings. Pricing Fundamentals covers the crucial areas required to empower you and your team to make more informed pricing decisions.
The world is becoming more complicated, and solutions to navigate the right outcomes are becoming more complex. Without a common value-based pricing language, teams can get misaligned or make well-intentioned but suboptimal decisions that put earnings at risk. The Pricing Fundamentals program is designed to give you the essential skills and frameworks needed to make more profitable pricing decisions.
Pricing Fundamentals is ideal for individuals looking for accelerated career advancement with any Fortune 500 company worldwide.
For enterprise teams, the program is ideal if you want to build in-house pricing capability and transform your company culture from a commodity mindset to a culture committed to value and profitable earnings growth.
Pricing Fundamentals is specifically designed for B2B Industrial companies. Whether your business is in manufacturing [either OEM or Private Label], Wholesaling & Distribution or Importing or Exporting, Pricing Fundamentals will help you develop the necessary skills, frameworks and tools to make better, more profitable pricing decisions. The program has been built from experience working with over 115 companies across multiple industry verticals.
Experienced executives who have completed the program advise us that this course has a comprehensive structure to address any skills or knowledge gaps.
Executive General Managers, Vice Presidents, Sales Directors, Marketing Managers and even experienced Pricing Managers have all told us their knowledge and confidence to make more profitable pricing decisions was enhanced due to completing this program.
Learners will develop skills in the three key areas:
- Value – Customer Value, Pricing Strategy and Customer Agreements
- People – Management alignment, Pricing Team capability and Value-based Marketing, Sales and Negotiation techniques
- Structures – Analytics and processes, Systems and Toolsets and Price Architecture
The program runs over 8-12 weeks; however, you can complete it sooner.
You can complete the course at your own pace. Catch up when it suits you, or even repeat the course as often as you like for the remainder of your subscription (12 or 24 months). Enterprise learners may elect to complete the program together as a cohort.
Yes! As long as you have an internet connection, you can complete the course. For Enterprise learners, there are also options for live-stream webinars, video workshops and face-to-face workshops.
Enterprise learners can post questions or observations to their peers within the Enterprise course.
Individuals can participate in a public forum to interact, network and engage with fellow students.
For individuals, additional lesson modules will be released from time to time, and open forum webinars are conducted depending on demand and availability. These will be announced via email.
For Enterprise clients, optional services such as video coaching calls and one on one consulting services are available by arrangement.
- 24 months access for individual purchasers
- 12-month subscription for enterprise contracts
Each lesson concludes with a competency test of 5-7 questions to ensure key concepts are understood.
For enterprise students, there is an additional survey to capture pricing margin ideas that can be accessed as a summary report by nominated users. These margin ideas can be evaluated and further developed to drive enhanced organisational capability.
Upon completion, learners who complete the program will receive a downloadable Pricing Fundamentals Certificate. This certificate can be posted to your LinkedIn profile and CV to enhance your professional development.
Companies around the world recognise training programs provided by Pricing University. You may nominate Pricing University as a reference point to a prospective employer, citing your certificate of completion. If you want to know more about this reference program, please feel free to get in touch.
For Individuals:
Accelerate your career and income opportunities to work anywhere in the world.
For Teams:
Empower your teams to make more profitable pricing decisions.