Mark Burton, Co-Founder & Vice President, Holden Advisors
Mark Burton is co-author with Reed Holden of the book Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table. He is co-founder and Vice President at Holden Advisors where he runs the firm’s consulting organization. His seventeen years of experience in the field of pricing have led him into virtually every industry. In recent years, he has focused his efforts on advising firms in high technology, business services, software and data services, and manufacturing.
Mark’s opinions on pricing strategy are widely sought after and he writes on pricing innovation, pricing risk in service offerings and improving price performance. His articles appear in Marketing Management, The Journal of Professional Pricing Society, and the Journal of Financial Transformation. Follow his blog at http://markrburton.wordpress.com/ and Twitter @M_R_Burton.
The recession has left companies tight on resources and weak in pricing power. Volumes are starting to return, but at lower prices. Competition is increasing as companies vie in a market share grab. Costs continue to be unpredictable and volatile. These dynamics are putting increasing pressure on pricing departments.
Attendees of this workshop will learn the key tenets of good pricing process and the tools they can use immediately to help them re-build pricing power. Based on the bestselling book Pricing with Confidence, Mark Burton will discuss proven techniques to limit discounting, price to capture value, and help sales with tough procurement negotiations.
Attendees will learn to:
Understand where and how to start your pricing analysis to get fast results for your company
Improve strategic and tactical decision-making
Help salespeople be more effective in negotiating with Poker Players
Enroll executives in supporting pricing initiatives
