The course is intended for finance and non-finance professionals who would like to understand how to price a technology project during pursuit cycle. The course starts with explaining my background experience followed by basic concepts of margin and price calculation. Then the course starts the pricing process flow explaining the mode of communication from customer, process of costing and how costing is used in various scenarios to arrive at price. We will cover various types of cost and difference among them and the importance of automated costing and pricing tool. This will be followed by specialist topics like special cost factors. The course also covers some very interesting topics e.g. price to win which is the most important topic as winning new project is all that matters when we are working on a new pursuit, terms & conditions and how to negotiate with customers, how to prepare pro forma profit & loss account and cash flow of the project, various cash flow metrics, revenue and cost recognition and various revenue positions taken by different companies. I will also share my rich experience on how to overcome some commonly encountered challenges during the pursuit cycle. All in all, this is a very comprehensive course for you to deep dive in various aspects of being a pricing consultant.
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Pricing Strategies – Technology Solutions (Comprehensive)
Pricing strategies and structuring of project financials.
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This course contains:
Table of contents
You will learn
✓ Pricing Analysis with cash flow metrics
✓ Price to Win determination and analysis
✓ Revenue recognition and cost accounting
✓ Commercial Terms & Conditions
✓ Negotiation Skills and how to overcome commonly faced challenges
✓ Structuring of financials, pro-forma financials including cash flow
This course is for
• Finance professionals who work with Sales and Pre-Sales on new pursuits
• Non-finance professionals who would like to understand the process of pricing from finance perspective
• Finance professional who are in Business/Commercial Finance team