Pricing Big Deals with Brian Sharp

<p><strong>Brian Sharp</strong> is an Innovative Sales, Marketing & Pricing leader with a track record of driving step-change improvement in the enterprise’s financials through institutionalization of value-led disciplines. His expertise is integrating pricing and value disciplines across Sales, Marketing, Innovation, Supply Chain, Technology and Finance functions in large or complex organizations.  </p> <p>In this episode, Brian talks about value over cost and contract packaging pricing in the petrochemical and personal care industries. He shares how Velo provides service that prepares you for negotiation readiness and places you on the advantage against other negotiators. </p> <p><strong>Why you have to check out today’s podcast: </strong></p> <ul> <li>Learn and understand negotiation readiness as a process to save you worth millions of dollars</li> <li>Find out why companies need the best relationship managers more than the best negotiators</li> <li>Learn how you price value over cost </li> </ul> <p> </p> <p><strong>“What we find consistently is less than 4% of customers almost always drive more than 64% of margins and revenues. And if you really want to change pricing in your business, figure out how to impact that concentrated mix and those monumental episodic negotiations.”  </strong></p> <p>- Brian Sharp </p> <p> </p> <p><strong>Topics Covered: </strong></p> <p>01:16 - How Brian’s Pricing career started </p> <p>02:23 - Why does he stay in pricing and why he shuns the pricing title </p> <p>04:05 - How people define pricing </p> <p>05:22 - What is a rise-fall mechanism in pricing </p> <p>06:33 - Thinking in terms of value over cost in the petrochemical industry </p> <p>07:43 - Pricing in contract packaging </p> <p>08:46 - How businesses in commodities are invested in the value chain </p> <p>10:16 - How incumbent transactional relationships are often shaped by context </p> <p>13:01 - Understanding negotiation readiness as a process </p> <p>15:57 - Effective relationship managers versus savvy negotiators </p>