Research shows that 70% of change projects fail. Pricing projects and pricing transformations need a strong change management approach including a vision, a success team coalition, a compelling need for change, and a change management toolbox. The CAP® certification workshop reviews the entire change management process and focuses on 10 critical dimensions of change in pricing and value management. During this program, participants will learn to:
Recognize the need for change leadership in pricing projects.
Design a powerful change management toolbox for their pricing projects.
Select the right metrics and KPI’s to measure the change process.
Build strong coalitions to maximize change success.
Develop a pricing and value vision that will energize sales teams.
Use positive and compelling language that energizes teams to get on board.
Act as change agents in pricing in their organization.
The training will combine the latest theoretical science on change management and change leadership. Participants are required to bring real-life pricing project information to build a proprietary change management roadmap.