Workshop– Beyond the Number: Sales, Positioning, Pricing

I’ll be doing a one day workshop for the Professional Pricing Society at their Spring Conference in Dallas on May 6.

This workshop is about how you can’t just focus on the number in your pricing sheet, proposal, or negotiation. The number gets meaning from its context. Unlike some “workshops” that involve a speaker talking for hours, this is mostly attendees actually working, mostly in groups, to complete a workbook that you can take back to your company and start implementing. (Besides being boring, having me talk for hours leaves me with no voice for a while.) If I may say so, the last time I did a version of this workshop for PPS, it was well attended and well regarded.

Register here (early bird discounts expire on March 20).

Who wants to win a race to the bottom? You might think a lot of businesses do, judging by their undifferentiated products, cost-plus pricing, and lack of focus on the bottom line. However, the story gets more interesting as you dig deeper. It’s not that businesses don’t want to be profitable, but rather they often do not know how, especially when it comes to coordinating activities across different functional teams.

This workshop will be an intensive day of creative thinking about B2B value, pricing, and product positioning. We will use case studies and group and individual exercises that you can apply to your business. As a participant in this workshop, you will find how to unlock the potential value in your business to generate more profit for your organization and generate more meaning in your pricing strategies.

Note that this is a workshop with the emphasis on “work”. Participants will complete a workbook of exercises designed to identify both tactical and strategic profit opportunities, including:


Attendees will learn:

  • Value-based pricing
  • Competitive positioning
  • Discounts, promotions, and pricing integrity
  • Unbundling
  • Moving up (and down) the value chain
  • Improving pricing presentation in proposals, including tips to win more business at higher margins
  • Working effectively with sales and executives
  • Beyond profit: creating meaning in your pricing strategies

Attendees are encouraged (but not required) to bring a printed version of a recent quote or proposal from their sales team (you can delete actual prices or other sensitive information). Attendees will leave with workshop materials and a completed workbook.

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