Companies succeed by being nimble and creative.  They realize that change is something they must embrace and that they can't be afraid to try new things even when they fail.  Innovation never stops and pricing is just another area of innovation.   You can't have a successful business model without having an optimal way to monetize the value that your company creates.  Companies like Uber, Google and Amazon continuously look to fine tune their pricing and are not afraid to disrupt markets by changing they way customers pay for their products and services 

Objectives

Outcomes

ROI

Watch Outs
  • Be ready to negotiate
  • Understand the value you deliver and leverage it during the negotiation
  • Have the confidence to make value trade-offs
  • Understand and manage aggressive negotiation tactics used by procurement 
  • Improve negotiation outcomes
  • Achieve greater alignment between price and value
  • Develop offerings that enable customers to make price/value trade-offs
  • Develop a communication plan that improves your chances of success
  • The impact of being a strong negotiator is very significant. Organizations have been able to increase prices, and revenue by close to 2% simply by improving the way they negotiate
  • There has to be full alignment starting with senior management on to the sales and pricing team on the strategy for the negotiation
  • Set a walk-away price point and stick with it
  • Keep the line of communications with your customers open
  • Make sure you are delivering the value your customers expect

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