Mastering The Value Conversation - A One-Day Workshop with Blair Enns
Mastering The Value Conversation: Making Value-Based Pricing Real
We’re delighted that Blair Enns will be back in Bristol in January 2019 to deliver a one-day workshop.
About the Workshop
‘Mastering The Value Conversation: Making Value-Based Pricing Real' is a one-day workshop designed to help creative professionals increase their prices and their impact on their clients’ businesses through a shift to value-based engagements and pricing. The hands-on, exercise-driven workshop combines pricing theory with facilitator Blair Enns’ Win Without Pitching approach to new business development to deliver a unique learning experience designed to lead to immediate pricing wins.
“You cannot be an effective pricer if you study pricing alone and eschew some of the complementary skills of selling and negotiating,” says Enns, author of Pricing Creativity: A Guide to Profit Beyond the Billable Hour. The barrier to pricing success in the creative professions, he says, is not knowledge but skill. “You can intake most of what you need to know about pricing in about 90 minutes,” says Enns. “Then you need to apply it firsthand and practice having the conversations.”
Pricing Knowledge + Selling Skills = Value-Based Pricing Success
This workshop is relevant to any creative or marketing firm professional with P&L responsibility or the authority to set or negotiate price.
You will learn:
- The key principles of value-based pricing
- The five challenges to value-pricing advertising and other creative services, and how to overcome them
- How to master the value conversation–perhaps the most important skill in all of business
- What to sell when you cannot sell value, including:
- Dealing with price buyers and procurement
- The pricing differences for strategic work and rote implementation work
- How to compete against in-house resources and low-cost competitors
- How to craft and present proposals that get bought
What better way to kick off 2019 than by mastering the value conversation within the first couple of weeks of the year!
This workshop will take place on Tuesday 15th January in the beautiful new offices of one of our Approved Legal Suppliers, Foot Anstey, 2 Glass Wharf, Bristol BS2 0FR and is priced at £595+VAT for Bristol Media members and £795+VAT for non-members. Email firstname.lastname@example.org to book your place. A 50% deposit will be taken at the time of booking with the balance payable by 8th January 2019.
About Blair Enns
Blair Enns is on a mission to change the way creative services are bought and sold the world over. He is the founder and CEO of Win Without Pitching, the sales training and coaching organisation for creative professionals, and the author of two books on selling and pricing for creative professionals. He is the cohost, along with David C. Baker, of 2Bobs, the podcast on creative entrepreneurship.
Blair lives in Kaslo, British Columbia, Canada and lectures throughout the world. He has spoken to dozens of conferences and organisations on five continents.