Chris Provines describes how new purchasing practices and business models such as value-based purchasing, bundled payments, Accountable Care Organizations and quality-based reimbursement will change the rules of the game for selling and negotiating.
Harry Macdivitt of Axia Value Solutions shares best practices for uncovering underlying customer needs, and delivering value propositions that convincingly demonstrate why customers should buy from you.
This webinar shares best practices for how companies collect, analyze, and make strategic decisions with competitive pricing intelligence. Learn how competitive pricing intelligence is getting more complicated, why typical data collection tools for pricing are not good enough, and how you can enhance your competitive pricing intelligence strategy.
This webinar highlights the importance of pricing confidence on firm performance, as well as provide practical steps and programs your organization can design and implement to boost pricing confidence.
Stephan Liozu, CEO of Ardex Americas, talk about how his mid-sized manufacturing company transitioned from a cost-based to a value-based pricing strategy. Hear his story of a transformational journey beginning in 2008, the benefits today, lessons learned, and the company's future path.
Dr. George Cressman describes how companies achieve above average profitability by proactively managing price realization or "pricing maturity." Learn which stages a company must take to be on the path to price maturity, as well as the risks of taking shortcuts.
Dick Braun describes how Parker Hannifin's Win Strategy has significantly increased both sales and margins by improved value creation and value capture. Learn the concept of "value triangulation" - whereby the pricing team dynamically adjusts value propositions based on competitive position and customer-specific economics.
With raw materials prices increasing across a broad range of commodities as the world economy continues to recover, maintaining margins is increasingly difficult. Renowned pricing strategist Tom Nagle shares his perspectives on how organizations have succeeded in meeting this challenge.
Dr. Tom Nagle discusses exactly what is a value-based pricing and sales strategy, the major challenges you'll face implementing such a strategy, and how to align your organization around value. Consider the case study of a construction products company that achieved premium prices in a highly competitive market.
2011 was a great year for LeveragePoint because more B2B companies began making us part of their value-based pricing initiatives. Why this sudden interest? And where do we go from here? Hear about our plans for 2012.