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Roundtable:Making Pricing Work for Strategic Account Managers
Author: Andreas Hinterhuber, Hinterhuber & Partners; Pol Vanaerde, European Pricing Platform; Rafael Farres, Agfa Gevaert NV; Gary Cokins, SAS Institute, Inc.
Presentation Handout | February 28, 2010
Global and strategic account managers are always pressured for growth and increased account profitability. Strategic pricing is by far the most critical element of profitability. Understanding how to price increased customer value, what role SAMs/GAMs should play in the strategic pricing process and how they can get better prices through solutions co?created with customers will become the most critical next?level knowledge and skills for the strategic account manager. You will learn: * Quantifying customer benefits during times of increased competition and reduced purchasing budgets * Understanding the different roles of the SAMs in strategic pricing * How to influence current pricing practices toward more customer value?based pricing by sharing best practices in value pricing * Finding breakthrough pricing approaches related to solutions co?created by supplier and customer
Available to SAMA members only
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