Workshop Agenda (applies to all 5 workshops) 8:00 a.m. -- Breakfast / Registration 9:00 a.m. -- Workshop Begins 10:00 a.m. -- Morning Break 10:30 a.m. -- Workshop Resumes 12 Noon -- Lunch 1:00 p.m. -- Workshop Resumes 2:30 p.m. -- Afternoon Break 3:00 p.m. -- Workshop Resumes 4:00 p.m. -- Workshop Close For those working toward the full Certified Pricing Professional designation, this course counts as ONE CREDIT.

About this Advanced Workshop

This comprehensive workshop is targeted towards company managers and pricers who want to address pricing in a B2B environment, but are not sure where to start or how to best proceed. If you have tried to raise prices in the past only to watch them rapidly slide back to their previous levels, then this session is for you.

• Strategic Pricing: Do the industry dynamics and competitive situations allow you to raise prices?

• Value Pricing: Given the value of your proposition, can you increase the price you charge in specific customer segments?

• Pricing Execution: Where can you eliminate margin leakage?

• Pricing Action: How do you train and reward account reps to ask for a higher price?

What tools and techniques are we talking about?

From Quality Circles to Six Sigma, many B2B businesses have developed robust tools for
making operational improvements. Meanwhile, the pricing side of the equation has been under addressed. In this workshop, you will be exposed to analytical tools and techniques that are every bit as powerful and practical as the tools used to improve the shop floor.

Some of these specific tools include:

• Voice of the Customer Techniques, including focus groups and conjoint analysis

• Price Elasticity Modeling, based on historical data and market simulations

• Customer Segmentation Models, with emphasis on price clustering 

• Price Waterfall Analysis, including typical data sources and groupings

In the workshop, you will be given insightful self-assessment instruments that will allow you to generate a high-level business case during the session. You will leave the workshop with action plans for your own business.

Presenter: Mike Simonetto; Partner, Co-Founder and Leader of Deloitte’s Pricing and Revenue Management Practice
Mike Simonetto’s areas of expertise include pricing strategy, price execution, and pricing technology. In addition, he has delivered consulting services across multiple industries.

Presenter: Ranjit Singh; Senior Manager, Leader of Deloitte’s Pricing Center of Excellence
In his role in the Deloitte Pricing Center of Excellence, Ranjit Singh is responsible for managing the development of the tools, methodologies and approaches for strategic pricing through price execution. He has presented pricing techniques and worked on pricing projects for B2B clients in North America, Asia Pacific, Latin America, and Europe.