Pricing for Management Consultants Business Analysts

Pricing for Management Consultants Business Analysts

What you’ll learn

What pricing techniques you can use
How to implement value-based pricing
How to define the right level of prices
How to estimate in Excel the impact of changes in pricing
Which approach to pricing you should use in a specific situation

Requirements

Basic or intermediate Excel
Basic knowledge of economics
Basic or intermediate knowledge of finance & accounting

Description

What is the aim of this course?Consulting firms sometimes help optimize pricing. You have to be very careful in this sort of project because a small change may have a huge impact both on the top-line and the bottom-line. Analyzing changes in pricing is not easy as you have to take into account the relations between the products and the long-term impact on customer behavior. In this course, I will teach how to perform fast and efficiently different types of analyses related to pricing.In the course you will learn the following things:Essential Concepts used in PricingWhat Price Setting Techniques firms can useeHow to set the prices for a productWhat is Price Perception and how you can impact it without changing the prices?How pricing is done in consumer goods, retail, and B2B ServicesHow to analyze the impact of planned pricing policy changes in ExcelThis course is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried out or supervised over 90 different performance improvement projects in different industries that generated a total of 2 billion in additional EBITDA. On the basis of what you will find in this course, I have trained in person over 100 consultants, business analysts, and managers who now are Partners in PE and VC funds, Investment Directors and Business Analysts in PE and VC, Operational Directors, COO, CRO, CEO, Directors in Consulting Companies, Board Members, etc. On top of that my courses on Udemy were already taken by more than 182 000 students including people working in EY, McKinsey, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.I teach through case studies, so you will have a lot of lectures showing examples of analyses, and tools that we use. To every lecture, you will find attached (in additional resources) the Excels as well as additional presentations, and materials shown in the lectures so as a part of this course you will also get a library of ready-made analyses that can, with certain modifications, be applied by you or your team in your work. There will also be additional resources that will help you learn a lot of things beyond the scope of this course.Why have I decided to create this course?Most people that start working in consulting have limited knowledge of how pricing works in practice and how to analyze potential changes in Excel. On top of that, pricing will differ greatly in many industries.. This may lead to huge frustration during consulting projects and a lot of inefficiencies.Therefore, I have decided to create this course that will help students understand or refresh the main skills and tools related to pricing that they need during consulting projects. The course will give you the knowledge and insight into real-life case studies that will make your life during a consulting project much easier. Thanks to this course, you will know what and how to do during consulting projects devoted to pricing analysis. You will master how to analyze data and draw conclusions from the analyses. On top of that, you will also master the essential information related to pricing.To sum it up, I believe that if you want to become a world-class Management Consultant or Business Analyst you have to have a pretty decent understanding of pricing techniques and analyses done during projects devoted to pricing. That is why, I highly recommend this course to Management Consultants or Business Analysts, especially those that did not finish business school or Economics. The course will help you become an expert in pricing analyses on the level of McKinsey, BCG, Bain, and other top consulting firms.In what way will you benefit from this course?The course is a practical, step-by-step guide loaded with tons of analyses, tricks, and hints that will significantly improve the speed with which you understand, and analyze businesses. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will learn:Essential Concepts used in PricingWhat Price Setting Techniques firms useHow to set the prices for a productWhat is Price Perception and how you can impact it without changing the prices?How pricing is done in consumer goods, retail, and B2B ServicesHow to analyze the impact of planned pricing policy changes in ExcelHow the course is organized?The course is divided into the following sections:Introduction. We begin with a little introduction to the course as well as some general info on how the course is organizedEssential Concepts in Pricing. We will start by discussing the essential concepts that we will use later on for analyzing pricing.Price Setting Techniques. In this section, I will show you using a lot of examples of different pricing techniques.Price Perception. In many cases, it is more important to manage price perception rather than real prices. We will discuss in this section what price perception is and how to use it to your advantage.Pricing in Consumer Goods & Retail. In this section, we will have a look at some issues related to the pricing of consumer goods. We will also have a look at some more advanced case studies.Pricing in B2B Services. The pricing of B2B services drastically differs from the pricing of consumer goods. In B2B the buyer is more rational and has a much bigger knowledge of the market. In the last section, we will have a look at how pricing is addressed in B2BAs a part of this course, you will getUseful frameworks and techniquesAnalyses shown in the courseAdditional resourcesLinks to additional presentations, articles, and moviesLinks to books worth readingAt the end of my course, students will be able to…What pricing techniques you can useHow to implement value-based pricingHow to define the right level of pricesHow to estimate in Excel the impact of changes in pricingWho should take this course? Who should not?Management Consultants and Business AnalystsManagersFinancial ControllersInvestment AnalystsStartup FoundersControllersWhat will students need to know or do before starting this course?Basic or intermediate ExcelBasic knowledge of economicsBasic or intermediate knowledge of finance & accounting

Overview

Section 1: Introduction

Lecture 1 Introduction

Lecture 2 A little bit about me

Lecture 3 How the course is organized

Lecture 4 How to deal with Blurry image

Lecture 5 How to reach additional resources

Section 2: Essential Concepts in Pricing

Lecture 6 Essential Concepts in Pricing – Introduction

Lecture 7 Pricing – Introduction

Lecture 8 Pricing – Psychology – Price vs Benefit

Lecture 9 Pricing – Psychology – Fair Price

Lecture 10 Pricing Components

Lecture 11 Price Elasticity

Section 3: Price Setting Techniques

Lecture 12 Price Setting Techniques – Introduction

Lecture 13 3 Approaches to Pricing

Lecture 14 Value Based Pricing – How you can implement it?

Lecture 15 Value Based Pricing – Process

Lecture 16 How to check willingness to Pay

Lecture 17 How much value you should leave

Lecture 18 Price Points & Price Segmentation

Lecture 19 Coffee New Price Points – Case Introduction

Lecture 20 Coffee New Price Points – Data Available

Lecture 21 Coffee New Price Points – Solution

Lecture 22 Coffee New Price Points – Comparison

Lecture 23 Complementary Product Pricing

Lecture 24 Price Bundling

Lecture 25 Cosmetics Price Bundling – Case Introduction

Lecture 26 Cosmetics Price Bundling – Data Available

Lecture 27 Cosmetics Price Bundling – Solution

Lecture 28 Cosmetics Price Bundling – Summary

Lecture 29 Unbundling Pricing

Lecture 30 Drugstore Wholesaler Unbundling Pricing – Case Introduction

Lecture 31 Drugstore Wholesaler Unbundling Pricing – Data Available

Lecture 32 Drugstore Wholesaler Unbundling Pricing – Solution

Lecture 33 Drugstore Wholesaler Unbundling Pricing – Comparison

Lecture 34 High Low vs Everyday Low Price

Lecture 35 Price Change in the Product Life Cycle

Lecture 36 Computer Games Pricing – Case Introduction

Lecture 37 Computer Games Pricing – Data Available

Lecture 38 Computer Games Pricing – Solution

Lecture 39 Computer Games Pricing – Summary

Lecture 40 Price Discrimination

Lecture 41 Fashion Retailer Pricing – Case Introduction

Lecture 42 Fashion Retailer Pricing – Data Available

Lecture 43 Fashion Retailer Pricing – Solution

Lecture 44 Fashion Retailer Pricing – Customer Point of View

Lecture 45 Fashion Retailer Pricing – Summary

Lecture 46 Dynamic Pricing

Lecture 47 Dynamic Pricing in Airlines – Case Introduction

Lecture 48 Dynamic Pricing in Airlines – Data Available

Lecture 49 Dynamic Pricing in Airlines – Solution

Lecture 50 Dynamic Pricing in Airlines – Summary

Lecture 51 Overview of segmentation methods

Section 4: Price Perception

Lecture 52 Price Perception – Introduction

Lecture 53 What is Price Perception

Lecture 54 What influences Price Perception

Lecture 55 What is Price Awareness

Lecture 56 Price Image

Section 5: Pricing in Consumer Goods & Retail

Lecture 57 Pricing in Consumer Goods & Retail – Introduction

Lecture 58 Main Issues in Pricing in FMCG

Lecture 59 Main Issues in Pricing in SMCG

Lecture 60 Main Issues in Pricing in Retail

Lecture 61 Pricing dilemma – Case study

Lecture 62 Pricing dilemma – Solution

Lecture 63 What will be the effect of the price increase – Introduction

Lecture 64 What will be the effect of the price increase – Solution – Impact on coffee only

Lecture 65 What will be the effect of the price increase – Solution – Impact on coffee and

Lecture 66 From SMCG to service – Introduction – Part 1

Lecture 67 From SMCG to service – Introduction – Part 2

Lecture 68 From SMCG to service – Case Introduction

Lecture 69 From SMCG to service – If sold as a product

Lecture 70 From SMCG to service – If sold as a service – Part 1

Lecture 71 From SMCG to service – If sold as a service – Part 2

Lecture 72 From SMCG to service – Comparison

Lecture 73 From SMCG to service – Solution in Power Point

Section 6: Pricing in B2B Services

Lecture 74 Pricing in B2B Services – Introduction

Lecture 75 How you can price consulting projects?

Lecture 76 Calculating the price of a project

Lecture 77 Price positioning in consulting

Lecture 78 Discount policy – Introduction

Lecture 79 Discount policy – Alternatives

Lecture 80 How to sell at lower and keep high margins? Introduction

Lecture 81 Request for Proposal (RFP) – Introduction

Lecture 82 RFP that I received – Details

Lecture 83 My first proposal – Introduction

Lecture 84 My first proposal – Details

Lecture 85 What happened during the negotiations?

Lecture 86 Second offer – How I redesigned the project

Lecture 87 Dynamic pricing in consulting

Lecture 88 Which price formula is the best for my profits – Introduction

Lecture 89 Which price formula is the best for my profits – Solution – Times & Materials

Lecture 90 Which price formula is the best for my profits – Solution – Mixed Options

Section 7: Conclusions

Lecture 91 Bonus Lecture

Management Consultants and Business Analysts,Managers,Financial Controllers,Investment Analysts,Startup Founders

Course Information:

Udemy | English | 4h 31m | 1.06 GB
Created by: Asen Gyczew

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