Pricing: Capturing Value

Agenda

Business Administration is performance
Competing in the Age of Knowledge & Digital Business
What is value?
What is pricing?
The shelf as a first moment of truth
Pricing from a Consumer’s viewpoint
Pricing from a Buyer’s viewpoint
Increasing the “average selling price”: key account management and relationships
Valuation of a business: the ultimate captured value
Class workout: from frozen yogurth to frozen cakes
Class workout: selling a software
Ask yourself on Monday morning: what’s in it for my job?
Final discussion & questions