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.
More Subscriber-Only Resources From Our Library
-
How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
View This Case Study -
Using a Cost-Plus Mindset to Your Advantage
An edgy case study that exposes how one company got "creative" to improve profitability without having to change their sales team's ingrained cost-plus pricing behaviors.
View This Case Study -
Decoding Artificial Intelligence for Better Pricing
In this Expert Interview, Doug Fuehne of Pricefx discusses what Artificial Intelligence means for B2B pricing functions, now and into the future.
View This Interview -
13 Unique Price Segmentation Attributes
When you identify meaningful segmentation attributes, you also uncover a source of competitive advantage. This research brief explores a variety of unique price segmentation attributes that companies in the PricingBrew Network have found to be important.
View This Research
Come Join Our Next Webinar
Making Sense of AI for B2B Pricing
Cutting Through the Hype to Deliver Tangible Pricing Performance Gains
