Executive Education Programs Program Information


CHICAGO BOOTH School of Business - USA

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  Pricing: Strategy and Tactics

Pricing: Strategy and Tactics

Too often, managers treat pricing as a tactical problem in financial analysis or sales management. In fact, pricing products and services is a strategic problem that requires coordination of many functional areas. The ability to manage effective pricing affects a company's growth and profitability more quickly and directly than any other strategic decision.

Program Dates and Fees

Dec 16-Dec 20 2013       $8,675.00        

Apr 28-May 02 2014       $9,100.00        

Aug 25-Aug 29 2014       $9,100.00        

Dec 01-Dec 05 2014       $9,100.00       

During this program participants will learn to:
- Change customers' price perceptions to capture more value.
- Standardize discounting criteria to enable salespeople to respond more quickly and consistently with price offers that meet customers' needs.
- Evaluate the real financial implications of pricing decisions.
- Use pricing strategically to guide a business to long-term profitability, rather than reactively to solve short-term problems.
- Determine when it makes sense to compete on price and when it does not.
- Determine which value-added alternatives to price competition are appropriate for your business.

Who Should Attend
This seminar is designed for senior managers and executives of companies in business-to-business, service, and consumer markets, who analyze, recommend, or approve pricing decisions. It is especially valuable for directors of marketing, finance, sales, and planning and for managing directors and presidents of smaller companies, who are introducing new products, facing significant price competition, or failing to achieve prices that reflect the value they deliver.

Program Outline
-Strategic Versus Tactical Pricing: Asking the Right Questions
-Strategic Pricing Tools and Applications
-Setting Profit Maximizing Prices
-Pricing Psychology
-Costing and Financial Analysis
-Managing Price Competition
-Organizational Transformation

The Setting
Classes are held at the Gleacher Center of the University of Chicago Booth School of Business, 450 North Cityfront Plaza Drive, situated along the Chicago River (one block east of Michigan Avenue), in the heart of the downtown district known as "The Magnificent Mile."  The Center is within walking distance from some of Chicago's most exciting retail and entertainment areas.

Hotel Accommodations and Reservations
A limited block of rooms have been reserved for a discounted rate at the
InterContinental Chicago
505 N. Michigan Avenue
Chicago, IL 60611
Phone: 312.944.4100
Fax: 312.321.8725


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