IPA members are invited to join the EACA for two exclusive, free of charge, sessions on 26 May and the 15 June.
Please join EACA from 11.00 am to 12.30 pm CEST on 26 May 2021 for an in-depth presentation and discussion on the topic of “How to Negotiate with Procurement” by Tom Kinnaird.
Now running his own negotiation training and coaching business, Kinnaird Negotiation, Tom works internationally to assist leaders with negotiation skills development, as well as coaching individuals and teams through complex and challenging negotiations.
Please join EACA from 3.00 pm to 4.30 pm CEST on 15 June 2021 for an in-depth presentation and discussion on the topic of “Pricing Creativity” by Blair Enns.
This talk leaves the audience not only believing that they can charge much more, but showing them how to do it. Blair is an accomplished, and provocative speaker who strives to deliver a talk that leaves a wake of lively debate long after the event has ended. “You cannot be an effective pricer if you study pricing alone and eschew some of the complementary skills of selling and negotiating,” says Enns. “Most attempts at value-based pricing in creative firms fail for this reason.” That blended view of pricing, selling and negotiating is what Enns brings to the Pricing Creativity, but he is clear that none of these areas is where his true expertise lies. “More than pricing or selling, what I know is the peculiarities of the creative mind that make it difficult for that person to ask to be paid what they are worth.”