Presenter: Joseph Zale
Broadcast on
Thursday, August 17, 2006
Duration: 90 minutes
Cost: $129
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Pricing strategy in B2B companies is more important, more strategic, and more valuable today, yet most executives continue to manage it with uncertainty... taking cautious “trial and error” steps on issues that have serious (and often damaging) long-term impact. To sustain growth and drive profits, executives need to build a pricing capability that can deal with:
1. The emergence of powerful procurement groups who are expert at extracting aggressive price concessions;
2. Global competition with new business models, lower costs, and higher quality that undermine the value proposition of incumbents;
3. Increasingly rapid product commoditization that encourages customers to demand more aggressive price concessions.
Joseph Zale will talk about today’s required pricing capabilities -- organizational strengths that every company must build to remain competitive. Through several B2B examples, Joe will describe how to align prices and price structures to track with value, a pricing process that forces customers to acknowledge value, market communications that justify your prices in terms of value, and service packages that represent good value for customers.
In addition, Joe will provide a framework for developing effective pricing strategies and provide a roadmap on the necessary systems, organization, knowledge and training to ensure pricing capabilities are firmly embedded in your company.
Marketing professionals at all levels in all industries.
Joseph Zale is a Partner and Global Account Manager in Monitor Group, where he leads the pricing strategy practice. Prior to joining Monitor Group, Joe was a Vice President and Managing Director at Strategic Pricing Group (SPG), which was acquired by Monitor Group in 2005.
Joe has worked across multiple projects in a diverse set of industries including medical products, data services, basic materials, capital equipment, publishing and printing, and semiconductors.
Prior to joining SPG, Joe worked as an analyst for Gartner Group where he focused on market research in the technology services sector. Before Gartner Group, Joe was an account manager for a regional medical products company. A highly sought after speaker and author, Joe is a graduate of Hobart College and an MBA with honors from Boston University with a focus on marketing and finance.
Of the participants who evaluated this seminar, 91% would recommend it to a colleague. Some of their comments:
"This is a very useful overview of the pricing issue. It gives you the language, process and goals you need to start work on the problem."
"I would say this presentation will provide you with a good foundation on how to think about pricing moving them from cost plus mentality to value pricing."
"It was so well sequenced and so understandable... one idea built on the next and none were hard to understand."
"Clarifies the steps to determine pricing and whom within the organization should have a voice in determining pricing (proactive approach)."
"Joe Zale is a very straightforward and logical presenter and the presentation is packed with great examples and a methodology to get started."
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