Excerpt from “Pricing Architects”
Author: Frederico Zornig This article in an excerpt from [...]
Best Practices in Developing Training Programs to Boost Pricing Execution
In this article, the author presents a roadmap and critical steps for implementing effective and impactful price education training in your organization.
8 Pricing Mistakes You Should Never Make
Even in today’s challenging economy, plagued with high inflation, increasing costs, and supply chain challenges, pricing issues can be easily avoided if you know what to look out for. In this article, the author presents eight common pricing mistakes that companies often make and should work to prevent, especially in light of current challenges.
From Pricing to Monetization: Why does it matter?
In this article, the authors posit that the term “pricing” does not do justice to the nature and extent of the work done by professional pricing teams, and suggest it is time to rethink the word and expand it to formally include value management and other peripheral activities which are increasingly becoming part of the functional scope.
Advising the Certified Pricing Professional Program for CPP 4.0
2020 will mark the release of the fourth generation Certified Pricing Professional (CPP) program, the only globally recognized pricing designation. In this article, the Academic Advisor to the CPP designation explains what is new about “CPP 4.0” and explores what CPP designates, what challenges it qualifies pricers to address, and the development process and academic integrity involved in the creation of the curriculum, materials and testing models.
The Pricing Leader’s Journey
In this article, the author shares his own personal journey of how he entered the pricing profession, and shares lessons learned from his own experiences in building his pricing career. He also presents key questions for any new pricer to answer in order to build their own pricing journey roadmap for success.
Do You Know Who Is Training Your Sales Team?
When sales teams aren’t up-to-date on the value of your products, value-based selling methods, or the latest negotiation tactics, a vacuum is created that is filled with “training” messages from the folks they likely spend much of their time with: customer purchasing departments. In this article, the author explains why it is crucial for pricers to refocus sales teams with training and information that supports the value you bring to your customers.
The Case for Pricing as a Formal Discipline
Stephan M. Liozu is Chief Value Officer of the Thales Group (www.thalesgroup.com). He is also an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. He holds a Ph.D. in Management from Case Western Reserve University (2013), is a Certified Pricing Professional (CPP), a Prosci® certified Change Manager, and a Strategyzer Business Model Innovation Coach. He authored three books, Dollarizing Differentiation Value (2016), The Pricing Journey (2015) and Pricing and Human Capital (2015). He sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society. He is a Strategic Advisor to 360pi, The Kini Group, and PriceSenz. He can be reached at sliozu@gmail.com.