We currently offer seven different topics, each with value as a key component. These are delivered as either Masterclasses or Boardroom Briefings.
Our Masterclasses are one full day, intensive events for busy executives who need to catch up on the latest thinking on these topics.
The Boardroom Briefings are tailored, highly focussed and intense half day sessions covering key strategic issues around pricing and value. These tend to be intense discussion forums allowing senior managers the opportunity to air and discuss particular issues around value and for actions to be planned and taken.
The Seven Challenges of Value
Following on from our book “The Challenge of Value”, our research led us to conclude that there are seven key “value” challenges that businesses, and salespeople, face right now. This session provides a brief but detailed look at each of the challenges in turn, exploring the extent to which they are an issue within your business and looking at ways in which they can be overcome. We’ll develop outline plans to tackle them in your business.
Segmenting on Value
There are many ways in which businesses segment their customers in order to deal with them more effectively. One that is emerging and is being seen as increasingly important and powerful is “Segmenting on Value”. During this session we will examine more sophisticated segmentation approaches and explore how the use of these tools within your business could help in creating and developing better products, more successful marketing campaigns and better directed and focused sales effort.
Value Based Pricing – an intense Executive Briefing
What is Value Based Pricing and why is there so much talk about it? Who is using it and why? What results are they achieving? Why and how is it different (and better) than the pricing methods we are already using? And how do we make it happen in our business? Most important of all – does it really work, and what is the evidence?
Delivering Value through the Salesforce
For most companies the price and value message is delivered most frequently by the sales force. But how well equipped is your sales team to deliver that message effectively and persuasively? Are they “proud of the price” or do they apologise for it? Do they operate on a “Discount Default” or are they really selling your value? This Masterclass focusses on understanding the importance of the sales role in value delivery – and making sure it is capable of doing so.
Price Setting and Price Getting: The Power of Working Together
Our experience tells us that there is a real disconnect between sales and pricing in many businesses. Put another way, the price setters and price getters just aren’t working effectively together. But why should that matter? If you really want to optimise your pricing it matters a lot. This session will explore how sales and pricing currently work together in your business, and look at ways in which, between them, they can make a significant impact on your margins and profitability. But only if they work more closely together!
Constructive SWOT Analysis©
Everyone knows about the old boring SWOT Analysis. And everyone groans when we talk about it. But do you know that done correctly, the Constructive SWOT Analysis© can breathe new life into your strategy? The Constructive SWOT Analysis© will help you identify and overcome obstacles to business development. Most importantly, this fascinating tool will help you to pinpoint areas where your business is failing to identify and deliver customer value. We illustrate the approach with real examples from our consulting practice.
Using the Value Triad© we demonstrate, with live examples, how to pinpoint the real value you are delivering to your customers. Not only that, through our proprietary Business Impact Analysis© tool we show you how to identify priorities and quantify the advantages that your products and services can bring to your customer. This approach takes your proposition to a new level of attractiveness – because you can now say to customers not only can you help improve their business – but show them by how much. And prove it!