- Part 1 (60min): Commercial Excellence Maturity: A Structure and a Self-assessment for Your Next Steps toward Improved Profitability
Commercial Excellence is achieved through relentless pursuit across several business capabilities. The two most critical areas for maximizing profitable performance are pricing and sales, because they must work hand in hand to truly unlock the value of your business model. In this workshop, we’ll discuss a commercial excellence maturity model that can help you evaluate your current status, and then you will take a self-assessment that will help identify next steps that you can take to improve your commercial performance and profitability. We’ll examine how the steps you have identified on your individual path to commercial excellence compare with the broader group by discussing previous survey results, and what fellow workshop attendees see as challenges. Together we’ll help convert those challenges to opportunities – priorities for action when you are back at the office and working with your business partners to unlock value.
- Part 2 (75-90min): Price War: What is it Good For? (Absolutely Nothing…)
Welcome to the Thunderdome: a price war game, where you’ll be on a team making decisions simulating how business competitors meet in the market – and in this game, the key product differentiation is price. As the game progresses, you’ll gain access in each successive round to new information and guidance to make your pricing decisions. The team that makes the most money at the end of all the rounds wins the game, but all teams win by sharing the pricing execution insights they’ve gained after the game concludes.