Subscriber-Only On-Demand Webinar

Already a subscriber? Login

Subscribe and get immediate access to this webinar, full access to our research library, and much more...

How to Price Big Deals

Balancing the Risks and Opportunities When Pricing Large Bids and Contracts

With big deals and large contracts, pricing practitioners often find themselves thrust into a virtual pressure cooker. The magnitude of these deals draws much more internal attention and scrutiny. And everyone can be so focused on the potential upsides that they're blinded to the strategic and financial risks. So, how do you balance these pressures? How do you put your best foot forward price-wise, while ensuring profitability, mitigating risk, and avoiding future regret and finger-pointing? In this on-demand webinar, you'll learn about:

  • Strategies and tactics for dealing with the internal baloney that will surely come your way.
  • Cutting through the haze of each "totally unique situation" to find relevant comparables.
  • The sneaky (but effective) negotiation strategies you should watch out for and guard against.
  • Developing "deal envelopes" to provide last-mile flexibility while protecting profitability.

This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • 5 Pricing Trends You Can't Afford to Ignore

    From our unique vantage point, we've identified a number of larger trends that pricing teams need to be prepared for. In this on-demand webinar, we explore five of these trends and discuss the implications and ramifications.

    View This Webinar
  • How to Price New Products

    In this on-demand webinar, learn about three common types of new products that pricing teams are likely to encounter, and explore the core strategies and processes for dealing with the realities associated with them. Hint: "Best practice" is not always realistic.

    View This Webinar
  • Methods of Measuring Value and Pricing Performance

    Ever had a request for more resources or investment met with "what have you done for me lately?" In this Expert Interview, Erin Cihak and Peter Bloechle discuss multiple approaches for credibly demonstrating value and contribution.

    View This Interview
  • There's More to Profit Than Price

    For many pricing teams, expanding their perspectives from "pricing" to "profitability" is the key to maximizing effectiveness. In this on-demand training session, we expose and explore five of the other powerful growth levers that really matter in B2B environments.

    View This Webinar