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GEN1797 Mastering Modern Pricing Ownership

$199.00
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The Executive Diagnostic and Governance Toolkit

Mastering Modern Pricing Ownership

Score your own function red, amber or green, find out which part is weakest, and walk into the next budget round able to defend what you want to fix. Built for leaders reviewing Pricing and monetisation.

$199 one-time
30-day money-back guarantee Verified against latest insights, updated access provided within 24h

Each order is checked and updated against the latest insights before delivery. That is why access takes up to 24 hours rather than being instant.

What you walk out with
A scored, ranked picture of your own function, and a defensible answer to what to fix first.
1 You stop guessing where you stand.
You finish with a score, not an opinion: every part of your function rated red, amber or green, with the weakest ranked first. Evidence: a Quick Scan for the shape of it, then seven domain assessments of 30 scored questions each, 210 in all, rolled into one scorecard, plus a maturity radar and a current-versus-target gap analysis.
2 You can defend the decision.
You walk into the budget round with the gap named, the owner named and done defined, instead of a case built on instinct. Evidence: project charter, scope statement, RACI, requirements traceability and work breakdown structure, pre-filled in your domain's language.
3 The work actually moves.
The month after the decision is already built, so nothing stalls waiting for someone to design a form. Evidence: more than 60 project templates across all five PMBOK process groups, plus runbooks, SOPs, a KPI framework, audit checklists and a risk matrix. 55 to 65 files in total.
4 You use it the day it lands.
No blank templates to interpret. Every workbook opens with what it is, who uses it, when, how, a 1 to 5 scoring guide, what good looks like, and a worked example you delete and type over.
The Quick Scan is one sitting. You will know your weakest area before the day is out.
Nothing in it is generic project management: the build rejects any file that could belong to another course. Updated after you enrol, so it reflects where the work stands now. The 144-chapter course is included behind it, for the parts you want to go deeper on.
You own pricing today. But the ground is shifting beneath you.

The situation this is built for

Advanced systems are being built to analyze data, recommend actions, and optimize outcomes in real time. You’re still responsible for results. But the tools, expectations, and speed of decision-making are changing. Without a clear assessment of your current capabilities, you risk being bypassed — not because you’re wrong, but because you’re unseen. The function you lead is being redefined, and you need to define it first.

Who this is for

Head of Pricing in a mid-to-large B2B organization, responsible for pricing strategy, governance, margin outcomes, and cross-functional alignment with sales, finance, and product. They have deep domain expertise but face increasing pressure to deliver faster, data-driven results with limited resources.

Who this is not for

This is not for consultants selling pricing tools, entry-level analysts, or vendors building automation platforms. It is not for those seeking technical implementation guides or software tutorials.

What you walk away with

  • Conduct a comprehensive audit of your current pricing function
  • Identify capability gaps in data, decision rights, and execution
  • Reinforce your strategic authority in pricing decisions
  • Build a forward-looking roadmap aligned with business evolution
  • Develop a proactive communication plan to maintain influence

How this maps to your situation

  • Diagnose current state
  • Identify capability gaps
  • Define future vision
  • Build execution plan

Before vs. after

Before
You manage pricing day-to-day but feel reactive, stretched, and uncertain whether your function is prepared for what's coming.
After
You lead with clarity, having audited your capabilities, defined a future state, and built a credible plan to strengthen your function’s impact and authority.

What's included with your purchase

  • 12 modules with 12 chapters each (144 chapters)
  • Downloadable templates and worked examples for every module
  • Hand-built implementation playbook delivered alongside course access
  • 30-day money-back guarantee

Delivery and format

  • Course and learning environment access provisioned within 24 hours of purchase
  • Hand-built implementation playbook delivered alongside course access

Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.

Time investment: Approximately 3-4 hours per module, designed to be completed over 12 weeks with reflection and team input between modules.

If nothing changes
Without a deliberate assessment and plan, you risk losing influence as new tools emerge. Pricing decisions may shift to other teams or systems, bypassing your expertise. Your role could become administrative rather than strategic, even if you remain accountable for results.

How this compares to the alternatives

Unlike generic pricing courses focused on theory or tactics, this program is designed specifically for functional owners. It does not teach how to set prices, but how to lead the function. Compared to consulting engagements, it provides a structured, self-driven audit process at a fraction of the cost, with practical tools you retain.

Also included: the full course, for when you want the reasoning behind a finding (12 modules, 144 chapters)

Depth reference. The diagnostic and the templates stand on their own; this is what to read when you want the reasoning behind a finding.

Module 1. The Ownership Audit
Establish a baseline of your current authority, scope, and perceived value across the organization.
12 chapters in this module
  1. Define what pricing ownership means in your context
  2. Map decision rights across product, sales, and finance
  3. Assess how pricing outcomes are currently measured
  4. Identify where pricing input is ignored or overridden
  5. Evaluate your access to strategic planning cycles
  6. Determine how often pricing sets the agenda
  7. Review historical examples where pricing led change
  8. Analyze where pricing was reactive instead of proactive
  9. Gauge executive confidence in your recommendations
  10. Assess your team's bandwidth for strategic work
  11. Document formal and informal reporting relationships
  12. Summarize the current state of pricing influence
Module 2. Function Maturity Assessment
Diagnose the maturity level of your pricing function across key operational dimensions.
12 chapters in this module
  1. Evaluate data sourcing and integration practices
  2. Assess consistency in pricing policy application
  3. Review segmentation logic and customer classification
  4. Analyze discount approval workflows and controls
  5. Measure pricing cycle duration and frequency
  6. Examine use of historical performance in decisions
  7. Evaluate alignment between list and net price goals
  8. Assess transparency of pricing rules to sales teams
  9. Review exception handling and override frequency
  10. Determine level of automation in routine tasks
  11. Analyze feedback loops from sales execution
  12. Score overall operational maturity on a five-point scale
Module 3. Data Readiness and Access
Determine what data you have, what you need, and how accessible it is for decision-making.
12 chapters in this module
  1. Inventory all data sources currently used in pricing
  2. Identify gaps in customer-level transaction visibility
  3. Assess timeliness of data availability for analysis
  4. Map ownership of data systems and access barriers
  5. Evaluate data quality and consistency across units
  6. Determine whether cost-to-serve data is available
  7. Review competitive pricing intelligence sources
  8. Assess integration between ERP and CRM systems
  9. Document lag between transaction and reporting
  10. Evaluate ability to track quote-to-cash outcomes
  11. Identify manual processes in data aggregation
  12. Outline ideal data architecture for pricing needs
Module 4. Decision Frameworks and Governance
Clarify how pricing decisions are made, who approves them, and under what criteria.
12 chapters in this module
  1. Document current pricing approval hierarchies
  2. Define thresholds for discretionary discounting
  3. Assess consistency in price increase execution
  4. Review new product pricing intake process
  5. Evaluate how market changes trigger pricing actions
  6. Map escalation paths for pricing conflicts
  7. Determine how often policies are updated
  8. Assess use of scenario modeling before decisions
  9. Review governance of customer-specific agreements
  10. Evaluate post-implementation reviews of pricing moves
  11. Identify stakeholders with de facto veto power
  12. Summarize formal versus informal decision flows
Module 5. Cross-Functional Influence
Understand how pricing interacts with sales, finance, and product, and where alignment breaks down.
12 chapters in this module
  1. Assess how pricing is represented in sales planning
  2. Evaluate finance’s role in setting price targets
  3. Review product team input on pricing structure
  4. Identify friction points in quote approval process
  5. Analyze how sales incentives align with pricing goals
  6. Assess joint forecasting processes with finance
  7. Determine frequency of pricing alignment meetings
  8. Review conflict resolution mechanisms in disputes
  9. Evaluate whether sales understands pricing rationale
  10. Map information flow between pricing and operations
  11. Assess product lifecycle planning integration
  12. Document instances where pricing was overruled
Module 6. Value Communication and Storytelling
Improve how pricing insights are framed and delivered to stakeholders.
12 chapters in this module
  1. Review recent pricing recommendation presentations
  2. Assess clarity of financial impact in proposals
  3. Evaluate use of customer value language in messaging
  4. Determine how risk is communicated in trade-offs
  5. Analyze executive response to past pricing asks
  6. Improve data visualization for non-expert audiences
  7. Structure narratives around business outcomes
  8. Tailor messaging for finance versus sales audiences
  9. Incorporate competitive context in recommendations
  10. Use customer segmentation to justify differentiation
  11. Frame price changes as strategic enablers
  12. Build templates for consistent insight delivery
Module 7. Strategic Initiative Prioritization
Determine which pricing projects will have the greatest impact and how to sequence them.
12 chapters in this module
  1. List all active and proposed pricing initiatives
  2. Assess each initiative's expected margin impact
  3. Evaluate resource requirements for implementation
  4. Determine cross-functional dependencies for success
  5. Score initiatives on strategic alignment
  6. Assess ease of measurement and tracking
  7. Identify quick wins versus long-term plays
  8. Review past initiative success and failure rates
  9. Prioritize based on effort versus impact matrix
  10. Align top initiatives with executive priorities
  11. Document assumptions behind each forecast
  12. Create a 90-day action roadmap
Module 8. Capability Gap Analysis
Pinpoint where your team lacks skills, tools, or authority to execute effectively.
12 chapters in this module
  1. Audit team composition and role definitions
  2. Assess proficiency in data analysis and modeling
  3. Evaluate understanding of competitive dynamics
  4. Determine fluency in sales process constraints
  5. Review financial acumen across the team
  6. Assess ability to manage complex negotiations
  7. Identify gaps in system and tool expertise
  8. Determine need for external expertise
  9. Evaluate change management and influence skills
  10. Assess capacity for continuous improvement
  11. Review training and development investments
  12. Map capabilities against future-state requirements
Module 9. Future-State Vision Building
Define what a high-performing pricing function looks like in your organization.
12 chapters in this module
  1. Describe pricing’s role in a three-year scenario
  2. Define ideal decision speed and cycle time
  3. Specify desired level of automation adoption
  4. Outline expected integration with sales tools
  5. Set targets for pricing compliance and adherence
  6. Define success metrics for the pricing team
  7. Specify required data infrastructure maturity
  8. Describe ideal team structure and skills
  9. Articulate pricing’s contribution to innovation
  10. Establish vision for real-time price responsiveness
  11. Define how pricing drives customer segmentation
  12. Envision pricing as a strategic growth partner
Module 10. Roadmap Development and Resourcing
Build a credible plan to close gaps and evolve the function with realistic timelines and support needs.
12 chapters in this module
  1. Sequence initiatives from assessment findings
  2. Estimate time and personnel requirements
  3. Identify necessary system or tool investments
  4. Determine training and upskilling needs
  5. Secure executive sponsorship for key moves
  6. Build business case for resource expansion
  7. Define milestones for capability upgrades
  8. Create communication plan for transformation
  9. Engage HR for role design and hiring
  10. Align roadmap with annual planning cycle
  11. Establish budget requirements for implementation
  12. Document dependencies on IT and data teams
Module 11. Stakeholder Coalition Building
Turn potential resistors into allies by designing engagement strategies for key partners.
12 chapters in this module
  1. Identify key stakeholders in pricing outcomes
  2. Assess each stakeholder's pain points and goals
  3. Determine their perception of current pricing value
  4. Map their influence on pricing decisions
  5. Design tailored outreach and listening sessions
  6. Incorporate feedback into initiative design
  7. Create shared metrics with sales and finance
  8. Build joint problem-solving forums
  9. Celebrate co-owned wins publicly
  10. Address misinformation or skepticism directly
  11. Develop advocates within peer functions
  12. Establish ongoing feedback mechanisms
Module 12. Ownership Reinforcement and Next Steps
Solidify your position as the steward of pricing and define ongoing evaluation rhythms.
12 chapters in this module
  1. Compile findings into a leadership briefing
  2. Present maturity assessment and roadmap
  3. Secure commitment to next-phase actions
  4. Define quarterly review cadence for progress
  5. Establish metrics to track influence growth
  6. Plan for continuous capability reassessment
  7. Institutionalize pricing input in key processes
  8. Document lessons from the evaluation journey
  9. Update team charter and mission statement
  10. Communicate vision across the organization
  11. Schedule annual ownership refresh assessment
  12. Commit to personal development as pricing leader

Frequently asked

Who is this course designed for?
This course is for executives who own the pricing function in B2B organizations and want to assess and strengthen their team's capabilities and strategic influence.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Is this about implementing specific software?
No. This course focuses on the people, processes, and decision frameworks behind effective pricing ownership, not software tools or vendors.
What formats do the templates come in?
The implementation playbook downloads as PDF and editable XLSX. The course reads in your learning environment and exports to PDF for offline use. The files are yours to keep.
Can I share this with my team?
The licence is per person. Team pricing opens from three seats: reply to the order confirmation with TEAM and we will set it up.
How quickly can I start?
The diagnostic is one sitting and the templates work straight out of the kit. Account access takes up to 24 hours rather than being instant, because every order is checked and updated against the latest sources before it is delivered.
$199 one-time. Approximately 3-4 hours per module, designed to be completed over 12 weeks with reflection and team input between modules..

Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.

30-day money-back guarantee·Know your weakest area today·210 scored questions·Course included· Account access within 24 hours
30-day money-back guarantee, no questions asked.
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