Procurement Power Play - Win More Deals by Mastering the Buyer's Journey
About This Course
Procurement Power Play is a specialist course designed to help you win more deals by understanding the buyer's journey in B2B environments. You'll learn to analyse business models and develop pricing frameworks that align perfectly with how customers make procurement decisions.
The course explores how to evaluate different pricing policies and leverage sales performance data to create competitive advantage. Through practical applications, you'll develop data-driven pricing strategies that resonate with procurement professionals throughout their decision-making process.
You'll examine both internal and external factors affecting pricing positions and learn to communicate pricing changes effectively to existing clients. The course teaches you to differentiate pricing approaches for various customer segments by creating targeted segmentation frameworks based on procurement behaviours.
We'll show you how to implement responsive pricing systems that adapt to competitor activities and changing market conditions. You'll learn to conduct impact analyses of pricing adjustments and develop strategic modification plans that maintain your competitive edge.
Finally, you'll master methods for measuring pricing effectiveness by designing monitoring systems and evaluation processes. The comprehensive dashboard you'll create will track key success indicators across different stages of the procurement journey, ensuring continuous optimisation of your pricing approach.
What You'll Learn
You will learn how to evaluate market conditions that impact your pricing flexibility and discover how to create segments based on procurement behaviours and develop targeted pricing approaches for each group.
You'll learn to forecast how pricing adjustments affect revenue and, finally, you'll develop monitoring systems to measure pricing effectiveness with comprehensive dashboards and continuous improvement processes.
Learning Outcomes:
LO1: Analyse organization's business model to recommend optimal pricing levels based on internal factors, creating a pricing framework aligned with B2B customer journey stages.
LO2: Evaluate various pricing policies and strategies by analysing past sales performance data to develop a data-driven pricing strategy report for competitive advantage.
LO3: Examine the relationship between internal and external factors and price to articulate the impact of pricing strategy changes on existing agreements through a communication framework.
LO4: Differentiate pricing plans and strategies for various customer segments by identifying customer groups that necessitate different pricing approaches, producing a segmentation framework.
LO5: Implement mechanisms and systems that enable pricing agility to adapt to competitor or consumer patterns, developing a responsive pricing framework for B2B transactions.
LO6: Conduct impact analysis of pricing adjustments to adapt pricing plans based on customer buying patterns and competitor offerings, creating a strategic pricing modification plan.
LO7: Design methods to measure effectiveness of pricing strategy by developing monitoring processes and evaluating policies against key success indicators, creating a comprehensive dashboard.
Entry Requirements
• 21 years and above
• At least one month work experience in a sales capacity
• Speak, write, listen and read English at a proficiency level not lower than the Workplace Literacy (WPL) Level 6, and at a Workplace Numeracy Level 5
• At least a diploma or equivalent