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
-
Avoiding the Top 10 Pricing Mistakes
You're going to make mistakes. But if you can avoid the biggest mistakes, you're definitely rigging the game in your favor. In this on-demand webinar, learn about the top 10 mistakes that other pricing groups have made along the way.
View This Webinar -
Leveraging Peer Pressure to Improve Pricing
This tutorial provides insight into salespeople's behavior and outlines an effective game plan for motivating your sales team to police themselves and close more deals at their target prices.
View This Tutorial -
Comparing Pricing Budgets and Resources
How do you know if your company is investing enough resources in pricing? In this research briefing, learn how your investments in pricing stack up to other companies in the PricingBrew community.
View This Research -
Exposing the Secrets of Price Negotiation
How do you protect your margins when your sellers are so outmatched? How do you keep them from falling for every trick in the book? And what does your pricing team need to know to provide another layer of protection?
View This Webinar
