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Pricing Strategies and Value Course

  • Duration:1 Day
  • Cost:£539 + VAT
  • Ref:CIMA517

Helping managers make better pricing decisions

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Cost £539.00 Duration 1 day Code CIMA517

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What's this?

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Who is it for

  • Business leaders and senior managers, particularly accounting, marketing, sales and general management executives
  • Business analysts, product management and pricing analysts
  • Business unit managers and managers of subsidiaries to whom pricing decisions are devolved

What is it about

This course aims to help management accountants and others understand more fully the complex interactions between accounting, psychology, economics and marketing factors in reaching viable, profitable and sustainable pricing decisions, going beyond the conventional approaches to pricing.

Speaker Details

Harry Macdivitt, BA, MSc, MBA, FCIM, FIMC, CMC, owner and director of CPD Associates Ltd, a specialist management training company. Co-owner and director of Axia Value Solutions, a consultancy company specialising in pricing and value analysis.

Harry has assisted a large number of organisations with their pricing and general business strategies including: Nokia, BT, Logica, Lucent, Siemens, Philips, Vipnet, IBM, Huawei, Altitude Software, Boots and Michelin and many others. He has over 20 years' consulting experience and has completed more than 100 consulting projects in strategic marketing and business development.

THIS COURSE IS RUN BY CIMA MASTERCOURSES

Course Overview

09.00 Registration and coffee

09:30 – 10:30 Understanding value

  • Importance of value in buying decisions
  • Differentiation
  • The value proposition

10:30 – 10:45 Tea/Coffee 1

0:45 – 12:30 Critique of contemporary pricing methods

  • Cost based pricing
  • Competition based pricing
  • Customer driven pricing

12:30 – 13:30 Lunch

13:30 – 15:15 Value based pricing

  • Economic value to customer
  • Calculating value based price VBP techniques

15:15 – 15:30 Tea/Coffee

15:30 – 17:00 Case study

A challenging case study which demands delegates to analyse a business situation and recommend, with justification, a course of pricing action.

5.00 Close of seminar

6 CPD hours (for non-CIMA members)

Morning coffee, a light lunch and afternoon tea are provided.

What will I get out of it?

  • Understand the advantages and disadvantages of “conventional” approaches to pricing, and how and where these should be applied
  • Think through and understand customers’ real needs and wants in terms of enhancing their own value delivery
  • Recognise how your organisation’s products and services can assist your customer’s value delivery
  • Recognise how to set a price which simultaneously captures this value but does not damage demand or lead to premature commoditisation
  • The ability to develop a rational pricing strategy based securely on financial, competitive, economic and marketing principles
  • The ability to contribute more fully to pricing decision making processes in your organisation.

  • 6 CPD hours (for non-CIMA members)

Accredited by

CIMA Mastercourses for CPD purposes

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