Pricing strategies & basic concepts
What you'll learn
- Pricing Strategies & negotiation skills
- Commercial pricing and structuring for large & complicated technology projects
- Total Price for a technology project
- Special Cost Factor
Requirements
- You will learn everything you need to know.
Description
The course is intended for finance and non-finance professionals who would like to understand how to price a technology project during pursuit cycle. The course starts with explaining my background experience followed by basic concepts of margin and price calculation. Then the course starts the pricing process flow explaining the mode of communication from customer, process of costing and how costing is used in various scenarios to arrive at price. We will cover various types of cost and difference among them and the importance of automated costing and pricing tool. This will be followed by specialist topics like special cost factors. This is a basic course and will give selected preview of the entire process. The comprehensive version is more detailed including topics like Price to Win which is the most important topic as winning new project is all that matters when we are working on a new pursuit, all special cost factors, terms & conditions and how to negotiate with customers, how to prepare pro forma profit & loss account and cash flow of the project, various cash flow metrics, revenue and cost recognition and various revenue positions taken by different companies. I will also share my experience on how to overcome some commonly encountered challenges during the pursuit cycle. All in all, this is a good starting course for you to understand some aspects of being a pricing consultant.Who this course is for:
- Finance professionals who are getting into niche job of pricing technology deals
- Finance professionals who work with Sales and Pre-Sales on new pursuits
- Non-finance professionals who would like to understand the process of pricing from finance perspective
- Finance professional who are in Business/Commercial Finance team
