PRICING EXCELLENCE IN TOUGH B2B MARKETS

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1 PRICING EXCELLENCE IN TOUGH B2B MARKETS EXECUTION NEW PERSONALIZED DIGITAL LEARNING W O R L D W I D E IN OPEN PROGRAMS 4 CONSECUTIVE YEARS Financial Times

2 Pricing Excellence in Tough B2B Markets (PE) is part of a new offering of personalized and flexible cloud-based programs from IMD business school, which enable you to develop your global leader skills from any location: Benefit from the flexibility of a cloud-based program combined with IMD s real world, real learning approach Apply your learning immediately in price negotiations and sharpen your value proposition Work on an individual action learning project or on a team assignment and apply what you learn each week to your current business challenges Receive personalized feedback at every step of the program Drive your own development and the development of your team to expand your knowledge Earn an IMD executive education certificate Become an IMD alumnus/alumna

3 IT WHAT To compete successfully in today s tough business-to-business (B2B) markets, companies need to find innovative ways to communicate superior value to their customers. If not, they can quickly lose out to their low-cost competitors and shift into the crowded arena of commoditized markets. This means having a conversation with the customer which is not just about the price. Innovation in value creation is essential but, to generate higher revenue, companies also need to focus on the opportunity to capture new value. This dual angle of approach can lead to new breakthroughs in innovation, build stronger customer relationships and provide the company with the extra value they need to position themselves at a premium price advantage. PRICING EXCELLENCE IN TOUGH B2B MARKETS WILL ENABLE YOU TO: Understand what your customers really want and sell them value rather than attributes Make the shift to value-based pricing and influence your customers with a superior value proposition Evaluate the total cost of ownership, including price elasticity and segmentation Identify early wins and improve consistency Improve your pricing capabilities and benchmarking competencies OVERVIEW OF PROGRAM TOPICS Relative time spent per topic in the program. For illustrative purposes only. Strategy Economics/ Industry Analysis Political Economy Marketing Innovation Finance Operations Sales STRATEGIC HR EXECUTION Governance PE Sustainability STAKEHOLDER Pricing Excellence in Tough B2B Markets PERSONAL Design Organization Communications Negotiations Team Leadership Interpersonal Leadership Self Leadership Ethics IMD is the expert in developing global leaders. Find out how we can help you on your global leader journey at:

4 WHO Pricing Excellence in Tough B2B Markets is designed for individuals, teams and B2B companies who want to gain a deeper understanding of value-based pricing and develop their critical pricing capabilities. HOW 3 PRICING APPROACHES Watch Now HOW MUCH WILL YOUR CUSTOMER PAY? Watch Now This eight-week digital program from IMD business school starts by delving into a deeper understanding of what B2B customers really want, and how these insights can be used to define a better value proposition. Critical pricing competencies cover several dimensions, such as value-based segmentation, pricing elasticity, pricing psychology and price management. Two separate sessions are devoted to stupid and smart discounts and to how to pitch to procurement and prepare for reverse auctions. Individual assignments, virtual group work, case studies, readings, video summaries, personalized feedback from your program coach, peer reviews with other participants from across the globe, and personal reflection moments are all combined to stimulate your thinking, unlock new insights, change habits, and firmly embed the learning. You will complete the program with a clear understanding of the gaps in your pricing capabilities and with a concrete action plan to secure and increase your company s profit margin. GAIN IMD CERTIFICATION This program requires a minimum of 4-6 hours of work per week during an eight-week period. It is intensive and demanding and is designed to stretch your thinking and practical skills. Successful and timely completion of the weekly assignments and the summative action learning assessment at the end of the program, will lead to certification from IMD business school.

5 WHERE This is a digital program which can be completed anywhere in the world. WHEN DURATION: EIGHT WEEKS PE 1 April 18 June PE 2 September 26 November FEE 2015: For individual participants CHF / CHF IMD alumni For Corporate Learning Network members Corporate Learning Network member corporations receive a number of complimentary seats in addition to a wide range of further benefits and services. If you are applying via your corporation, please check internally that you are eligible to apply before submitting your program application form. HOW CAN I APPLY? Download the application form HOW CAN MY COMPANY BECOME A MEMBER OF THE CORPORATE LEARNING NETWORK? For further information, contact a Program Advisor at or at Pricing excellence becomes a must-have capability in tough B2B markets. A few tools and better software won t do the trick. Executives need to understand and develop critical pricing capabilities Stefan Michel IMD Faculty and Program Director Marketing and Service Management Dr. oec. publ. University of Zurich

6 IMD is ranked in executive education worldwide (Financial Times ) and in open programs worldwide (Financial Times 2012, 2013, 2014 & 2015). The IMD Difference IMD is a top-ranked business school. We are the experts in developing global leaders through high impact executive education. Why IMD?» We are 100% focused on real-world executive development» We offer Swiss excellence with a global perspective» We have a flexible, customized and effective approach ALUMNI BENEFITS As a former participant in an IMD program, you gain membership to our Alumni Network, with more than 80,000 members worldwide, and have access to a number of alumni benefits. Find out more at: FOLLOW US ON Chemin de Bellerive 23 P.O. Box 915 CH-1001 Lausanne Switzerland Central tel: Central fax: IMD, IMD INTERNATIONAL REAL WORLD. REAL LEARNING and IMD BUSINESS SCHOOL are trademarks of IMD International Institute for Management Development. IMD 2015

PRICING EXCELLENCE IN TOUGH B2B MARKETS

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