Strategic Pricing and Customer Value
A Fully Optimized Pricing Architecture is the Cheapest Way to Boost Profits
Strategic Pricing and Customer Value is an executive program that considers pricing from a strategic management perspective. The program introduces alternative strategies that provide insights for improving pricing decisions that directly impact a company’s financial performance.
Participants leave the program with a comprehensive understanding of the key parameters and crucial factors for setting value-based pricing, and with a set of implementable tools and frameworks that can be used to improve the company’s pricing strategy.
The Strategic Pricing and Customer Value program helps participants to gain a strategic and holistic view of pricing and how to create value through various pricing strategies and improve the quality of your company’s pricing processes. Participants will learn the drivers and impact of pricing power and psychological pricing, and identify the best arguments to defend the value of a product or service with confidence.
By attending the program, you will also
- Address the constraints that shape a comprehensive monetization strategy
- Distinguish the different roles that price can play in a market
- Design a revenue model that complements the broader organizational objectives
- Determine the proper role of costs, competitors and customers in setting the “right” price, while avoiding passive pricing mistakes
- Respond sensibly to competition and the forces of commoditization
- Identify opportunities for price customization that are palatable to customers
- Understand how to track, quantify and communicate value
The program is designed for executives and managers in B2B and service and consumer markets who are responsible for the design, evaluation, implementation or communication of pricing decisions. Previous participants are from diverse sectors, such as ICT, SaaS, Retail, Consulting, Mining, Construction, Energy, Industrial Machinery, Banking, Media and Process Manufacturing.
The program is especially beneficial for companies who:
- are looking for points of difference through new pricing models,
- are exploring new methods for the introduction of new products or services, and
- aim to succeed in measuring and communicating the right value to customers.
Contents and Schedule
The program combines the latest theoretical research in the area of pricing with real cases, where practical knowledge can be drawn from the successes and failures experienced by other companies.
During the three days, participants will acquire knowledge from a variety of examples from both business and consumer markets in a comprehensive manner using both practical workshops and traditional teaching methods.
Dr. Pekka Mattila serves as a Professor of Practice at the Aalto University School of Business.
Dr. Pekka Mattila is a specialist in strategic management and agility, strategy co-creation, business model innovation, executive leadership, top team dynamics, change management, organizational culture and strategic marketing.
Dr. Mattila works frequently with European, Asian and North American as well as African executive audiences and is a much-requested speaker at corporate and other events around the world. Over the years, he has frequently visited a number of prestigious European and Asian universities teaching management, organizational behavior, marketing, and sociology.
In addition to his academic activities Dr. Mattila has conducted an active business career. Currently he serves as the Chairman of the Board or as a Member of the Board at a number of innovative companies: e.g. media, construction technology, payments, lighting as well as food and beverage industries. Previously he served in executive, management and senior staff positions in the Nordic financial services industry. From 2012 till 2014 he served as a board member at a leading Finnish bank. Currently he serves as a Member of the Board of The Finnish National Gallery. From 2009 till 2017 he served as the Chairman of the Board for the foundation operating the renowned Helsinki Festival. He is a Founding Member of Nordic Institute of Business and Society and the Chairman of the Board for Helsinki Advanced Interaction Studies Institute.
He holds a D.Sc. in sociology from the University of Helsinki and an Executive MBA at London Business School.