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Workshop: Change Management in Pricing | Stephan Liozu

2015/05/05 @ 8:00 am - 2015/05/06 @ 5:00 pm

Theories, Best Practices and a Transformational Framework

More than 70% of projects fail because of the inability of organizations to change. The same goes with pricing projects and initiatives. Change in value and pricing management is challenging, sometimes tenuous, and might take a long time to be accepted, adopted and assimilated. Whether pricing practitioners lead a small project or they embark on a transformational pricing journey, they have to understand the basic concepts and theories of change management.

During this workshop, the speaker presents the most effective and adopted change management methodologies (ADKAR®, LaMarsh Managed Change®, ICT®, Kotter Model, Organizational Efficacy for Change, and McKinsey 7 S Model). The concept of organizational change capacity in pricing is discussed based on a 2012 survey of 939 pricing professionals that identified the key drivers of successful change in pricing. Finally, the speaker reviews in details a proprietary change management model for pricing projects that includes ten critical dimensions of transformational change.

This unique two-day workshop combines the latest science in change management and change leadership with practical real-life in-class exercises. Participants are invited to identify a current or future real-life pricing project for which they can apply change management tools and develop a practical roadmap.

Attendees will learn:

  1. The various change management theories and methodologies.
  2. The concept of organizational change capacity and its significance in pricing transformational projects.
  3. The ten dimensions of change in pricing that are important for the pricing journey.
  4. The potential roadblocks to change and how to handle them.
  5. An emerging change management framework for pricing transformations

Workshop Leader

Stephan Liozu, Ph.D., CPP
Pricing Evangelist
Value Innoruption Advisors

Stephan M. Liozu, CPP, is a creator, a disruptor, a designer, a creator and an innovator. With over 20 years of experience in business, he has recently focused on design and creativity in value and pricing strategies. He holds a Master’s degree in Innovation Management, a Ph.D. in Management from Case Western Reserve University, and the Prosci® change management certification.

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