Mobile Edition

Understanding Value from the Customer's Perspective (ACUVFC05)

Date:Tuesday, August 14, 2018
Time:12:00PM - 1:00 PM
(Registration at 11:30AM)
Facility:Webcast or Webinar, Online
CPE Credit:1.0 Technical Business
Instructor: John L. Daly
Course Level:Intermediate
Early Bird Price:$39.00 FICPA Members, $59.00 Non-Members

p.p1 {margin: 0.0px 0.0px 0.0px 0.0px; font: 10.1px Arial; color: #000000} p.p2 {margin: 0.0px 0.0px 0.0px 0.0px; font: 10.1px Arial; color: #000000; min-height: 11.0px} When a company has a unique, well-differentiated product, understanding value from the customer's perspective becomes the most important factor in profitable pricing. Yet, many organizations adopt a "value pricing strategy" without having performed the analysis to understand either how much they could get for their products or the minimum acceptable price. This session discusses four techniques for understanding value and two cases which will allow application of the lessons learned.


  • Understand four techniques for understanding the customer's perception of product value

    Major Topics:

  • Value's role in product pricing

  • When a value pricing strategy is and is not appropriate

  • Four techniques for understanding value:  

    - Expert judgement  

    - Customer surveys  

    - Price experimentation  

    - Analysis of historical data  


    Who Should Attend:
    CEOs, CFOs, Controllers, Sales and Marketing personnel

    Some pricing experience is helpful

    Advanced Preparation:


    If listed below, select the appropriate sessions or options to continue with your purchase.

    Registration Status: OPEN