Better customer profitability reporting, pricing processes and margin management.
What will I get out of it ?
• greater awareness of the range of opportunities for improvement in profitability
• ability to increase margins without losing valuable customers
• insight into techniques that have worked for other well-known organisations
• tools and techniques that can be adapted and applied in your organisation
• understanding of how recent developments in technology can help improve margins, shorten sales lead times and improve the business hit rate
• awareness of how to accumulate the experience of the price proposal process and win more business opportunities at higher margins.
Key features
• why effective margin management can be difficult
• why gross margins can be misleading and knowing what the real margins are
• analysing, reporting and managing profitability by customer, channel, sector, region and product
• customer relationship management and margin management
• pricing – an assessment of the hidden profit improvement opportunities
• proactive pricing processes
• recent developments in pricing and customer profitability analysis and reporting software
• powering profitable growth – getting started and planning the next steps.
Who should attend ?
All senior managers who have a direct interest in ensuring that profitability is proactively managed in a period of greater competitive pressure; sales and commercial managers who need to maximise the conversion of sales opportunities into profitable business; account managers needing to ensure that customers deliver the level of sales they have anticipated when discount structures have been agreed; IT directors and managers needing to understand the latest in software innovations that can materially impact the bottom-line performance of the business.
Dates and location
19 March (09.30 – 17.00), London
7 September (09.30 – 17.00), London
Lecturers
Robin Bellis-Jones BSc BComm MBA FCMA
FIMC, Managing Director, BJH Group
Tony Hodgson ACMA
Head of BJH Group Pricing and Revenue
Management practice
This course is held by CIMA Mastercourses
and endorsed by ACCA.
Download the booking form/circular for the Powering Profitable Growth event
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