PRICING EXCELLENCE IN TOUGH B2B MARKETS

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1 NEW LEARN ONLINE WITH IMD EXECUTION PRICING EXCELLENCE IN TOUGH B2B MARKETS Optimize your pricing to maximize your profits IMD GLOBAL IN THE CLOUD O PEN PROGRAMS 5 YEARS IN A ROW

2 IMD WORLD-CLASS PROGRAM» DELIVERED ONLINE» DEDICATED PERSONAL COACH GLOBAL IN THE CLOUD (GLC) is a new offering of IMD programs, designed and delivered online by IMD s world-class Faculty and applied to your business context with personal coaching. For executives who want to get ahead in business and need more flexibility to learn, GLC now gives you the chance to experience IMD s unique real world, real learning approach from anywhere in the world. The learning is relevant to your business. You get personalized feedback from a coach at every step. You can work on a current initiative from your own business and apply what you learn to your own context. And you are part of a carefully selected group of peers who further contribute to your learning journey and your progress. And of course, joining an IMD program means you gain lifetime access to a bigger community of learners with the outstanding IMD alumni network. At IMD we take your professional development very seriously. We invite you to join a GLC program! Personalized feedback with your coach Online learning with program director Stefan Michel

3 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 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. 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 Program Director Professor of Marketing & Service Management Dr. oec. publ. University of Zurich

4 HOW MUCH WILL YOUR CUSTOMER PAY? Watch video Program Director Stefan Michel Swiss Marketing and Service Management Dr. oec. publ. University of Zurich HOW 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 capstone project at the end of the program, will lead to certification from IMD business school. BECOME AN IMD ALUMNI Become part of IMD s exclusive alumni network of 100,000 business professionals from 140 countries, 11,000 at board level and C-suite. Completing an IMD program qualifies you to receive alumni benefits including access to cutting-edge and real-world business knowledge, clubs, events and online communities.

5 IT DATES DURATION: 8 WEEKS PE 1 April 18 - June PE 2 September 26 - November PE 1 May 15 - July PE 2 October 23 - December FEE 2016 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 application. 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 info@imd.org. OVERVIEW OF PROGRAM TOPICS Relative time spent per topic in the program. Political Strategy Economics/ Industry Analysis 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

6 IMD is ranked in open programs worldwide 5 years in a row. Financial Times 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 Completing an IMD program is just the beginning. You become part of an exclusive network of global executives worldwide:» 100,000 executives in 140 countries» 11,000 board level and C-suite Chemin de Bellerive 23 P.O. Box 915 CH-1001 Lausanne Switzerland Central tel: Central fax: info@imd.org IMD, IMD INTERNATIONAL REAL WORLD. REAL LEARNING and IMD BUSINESS SCHOOL are trademarks of IMD International Institute for Management Development. IMD 2016