Proposed five-day professional program. Approximately 25-30 training hours. Final arrangements are confirmed in the written proposal.
Course Overview
Connect pricing decisions with costs, customer value and commercial performance.
This proposed five-day program combines practical case analysis, guided exercises and peer discussion. Participants adapt the course concepts to organizational circumstances and prepare a pricing and margin decision model.
Learning Outcomes
Assess pricing objectives and market context.
Evaluate cost margin and contribution analysis.
Apply a structured approach to customer value and pricing structures.
Develop practical recommendations for discount governance and scenario review.
Prepare and present a pricing and margin decision model.
Who Should Attend
Finance professionals, budget owners, analysts and managers involved in commercial or financial decisions.
Relevant work experience is recommended. The participant profile, prerequisite knowledge and case complexity are reviewed during planning.
Training Methodology
Facilitated discussion, worked examples, anonymized case analysis, practical exercises, peer review and an applied final assignment.
Learning assessment may include a baseline discussion, review of exercise outputs and a final presentation. Attendance and completion requirements are confirmed in the proposal.
Course Tools and Templates
Pricing objectives and market context worksheet – proposed exercise document.
Cost margin and contribution analysis worksheet – proposed exercise document.
Customer value and pricing structures worksheet – proposed exercise document.
Discount governance and scenario review worksheet – proposed exercise document.
Pricing and margin decision model – proposed exercise document.
Delivery Requirements
Classroom, live online and in-house delivery can be arranged by agreement. The trainer, language, venue or platform, timetable and required materials are confirmed in writing.
A laptop may be needed for analytical or planning activities. Software availability, licenses and access requirements are agreed before delivery.
Course Customization
The indicative five-day sequence can be adapted to participant experience, industry context and agreed learning objectives. Final dates, fees, agenda, certificate details and delivery arrangements are confirmed in the written proposal.
Proposed Five-Day Course Outline
Day 1 – Pricing objectives and market context
Define the business context, assess current practices and clarify the decisions relating to pricing objectives and market context.
Practical output: Pricing objectives and market context worksheet
Day 2 – Cost margin and contribution analysis
Interpret representative information and compare practical approaches to cost margin and contribution analysis.
Practical output: Cost margin and contribution analysis worksheet
Day 3 – Customer value and pricing structures
Use the course tools in a realistic case focused on customer value and pricing structures, documenting assumptions and recommendations.
Practical output: Customer value and pricing structures worksheet
Day 4 – Discount governance and scenario review
Review responsibilities, risks and follow-up measures through a practical exercise on discount governance and scenario review.
Practical output: Discount governance and scenario review worksheet
Day 5 – Pricing recommendation workshop
Integrate the learning through pricing recommendation workshop, present the final assignment and propose workplace actions.
Practical output: Pricing and margin decision model
