Create and communicate more value to your customers

In today’s B2B environment, you need innovative ways to communicate superior value to your customers. Pricing Excellence in Tough B2B Markets gives you a deeper understanding of value-based pricing, and enhances your critical pricing and procurement negotiation capabilities.

You will enrich your knowledge about what B2B customers really want and use these insights to define a better value proposition for your business. Through greater understanding of value-based segmentation, price elasticity and pricing psychology, you will work out when offering a discount is a smart idea — and when premium pricing is the right strategy.

You will complete the program by creating a concrete action plan to increase your company’s profit margin.

sell value

Learn to sell value rather than attributes to customers

competitors

Successfully counter low-cost competitors in your markets

Negotiate

Negotiate more efficiently with procurement services

benchmarking

Improve your benchmarking competencies

What's special about learning online @IMD?

You experience immersive, interactive learning. You get personalized coaching at each step and constant opportunities to translate what you learn to your own business context. 

IMD's world-class faculty introduce you to the very latest in business knowledge, and provide you with skills to overcome challenges and find solutions.

Advance through your learning journey with weekly feedback from your dedicated personal coach. Discuss questions directly with your professors during live open office sessions. Sharpen your ability to apply and assimilate what you learn through group work with peers.

Videos
23
Videos
Business cases
9
Business cases
Group work sessions
6
Group work sessions
Coaching feedback
8
Touchpoints with coach

Many businesses struggle to effectively create and communicate a compelling value proposition, which is critical to achieving pricing excellence.

Stefan Michel

Program Director

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

Next start & fee
Program length: 8 weeks of study (4-6 hours per week)
2017
from
23
Oct.
to
15
Dec.

Lausanne

CHF 3,900

2018
from
07
May
to
29
June

Lausanne

CHF 3,900

2018
from
08
Oct.
to
30
Nov.

Lausanne

CHF 3,900

Special offer

CHF 3,500 for IMD alumni

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