Stratégie de prix Stratégie de prix
PROGRAM OVERVIEW
In drawing up and monitoring operational plans, the strategic manager becomes a tactician, quickly confronted with the objective of creating value by strategically allocating resources (costing) to serve the customer, and structuring the offering into attributes that customers are willing to pay for (pricing). These are major levers for economic and financial performance. The key parameters are R&D (the reality of the offering), marketing (structuring the offering), sales, production skills or having them produced, distribution skills, etc. The rest are costs to be optimised, reduced, outsourced or eradicated.
Stratégie de prix
The program is aimed at:
Managers, executives and future executives who have to propose a pricing strategy, manage or apply it, and measure its effects.
*Net price, HEC Paris is not subject to VAT. Prices, dates, teaching teams, and program content are subject to change.
Objectives
Equip executives and managers with the skills they need to develop a pricing strategy that takes all parameters into account: cost structure, customer needs, market...
Set up steering and governance tools.
Program
The program is offered in a 2-day format.
Preface on the revisited "strategy" in its dimension of a temporal science of the balance of power...
Pricing, price concepts, price elasticity of demand, and inferences on pricing, pricing methods...
Concepts related to pricing; expected profit method for quotations...
Techniques related to price adjustment initiatives and modes of response to those initiated (downward, upward) by competitors...
Joint and preliminary development of pricing and costing, from the conception of an offer: TARGET COSTING
Preliminary choices in terms of COST ACCOUNTING SYSTEM
Operational cost concepts; sunk cost, marginal cost, opportunity cost...
Discounts and delegation; inferences from the above and construction of the operational price proposed by the internal...
Modern costing tools: Activity Based Costing; Activity Based Management.
Academic Direction
Pedagogy
This program is designed as a Research and Debate Workshop, with participants contributing frequently (based on their past and present experiences) to the research themes introduced by the teacher through several introductory theoretical presentations.
This program is designed to provide participants with an enhanced intellectual and practical grounding in the operational management of price, cost and margin.
Capitalization 
This program is creditable towards an Executive Certificate from HEC Paris Executive Education.
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Funding options
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