Author: John L. Daly

Pricing professionals have long debated the importance of understanding value versus cost. This seminar will show you why BOTH are important and why choosing only a single pricing tool will leave a company exposed to frequent pricing mistakes.

Companies typically make their pricing mistakes on four types of products. This seminar will acquaint you with a variety of pricing skills that will help make your company the “smart” competitor in any pricing situation.

Topics Discussed

  • Know why strategy development comes first
  • Understand why choosing a single pricing technique can mean disaster
  • Understand your customer value proposition
  • Understand why companies miss-price products that are not “average”
  • Create a competitive advantage through superior product cost knowledge
  • Avoid being the “dumb” competitor
  • Understand pricing ethics and law
  • Develop effective quoting models
  • Know why the company with the best cost information wins!

Cases and Group Discussion
This seminar includes several cases for group discussion.

Target Audience
We designed this seminar for finance, marketing and engineering managers to attend together, intellectually challenging each group while ensuring that all parties have a thorough understanding. We suggest financial managers also attend Know Your Cost.

Level of Knowledge


CPE Credit
8 hours group live

Area of Study
1 hour Behavioral Ethics
2 hours Accounting
5 hours Business Management & Organization

Participants should have at least six months of industry experience and thorough knowledge of financial accounting principles and practices. Participants should have at least one year experience in pricing analysis.

Advanced Preparation
Bring a calculator

CFO Series Day 1

Advanced Skills, Made Easy!

Topics Discussed Credits
Advanced Planning: Balance Sheet and Cash Flow Projections 2 Accounting
Advanced Cost Accounting: Assigning Overhead 2 Accounting
Fixing Your Chart of Accounts 2 Accounting
Avoiding Death by PowerPoint: Create Better Presentations 2 Software

Discussion Leader
John L. Daly, Tom Henry, Bill O’Brien or Don Minges


For John Daly, contact Barb Sullivan:, or contact Don Minges,

CFO Series Day 2

Developing Credibility – Inside and Outside the Organization

Topics Discussed Credits
Developing Credibility: Earn Respect for Yourself and Your Team 2 Bus. Mgt.
It’s All About Action! 2 Bus. Mgt.
Effective Internal Reporting: Make Your Message Quick and Clear 2 Accounting
Financial Management: 10 Tips for Success and 13 Signs of Failure 2 Bus. Mgt.

Discussion Leader
Bill O’Brien, Dana Johnson, Richard Karwic, Tom Henry or Bob Mims



CFO Series Day 3

Emotional Intelligence – What Makes Great Leaders Great?

Topics Discussed Credits
Emotional Intelligence: The Critical Factor in Success 2 Bus. Mgt.
Motivating the Right Way: Get the Most from Your Staff 2 Bus. Mgt.
Business Ethics: Cases from the Real World 2 Behavioral Ethics
Don’t Be the Messenger Who Gets Shot 2 Bus. Mgt.

Discussion Leader
Don Minges, Dana Johnson, Bob Mims, Tom Henry or Richard Karwic



CFO Series Day 4

Cash Management - Managing The Lifeline Of Your Business

Topics Discussed Credits
A/R and A/P: Effective Management Techniques 2 Accounting
Cash Management Techniques 2 Accounting
Cash Forecasting 2 Accounting
Better Meetings: Make Meetings Fun & Productive 2 Bus. Mgt.

Discussion Leader
Richard A. Karwic, Paul Harrison, Brian Maturi, or Don Minges



CFO Series Day 5

Become More Effective!

Topics Discussed Credits
Critical Thinking for Financial Professionals 2 Bus. Mgt.
Effective Networking: Take Control of Your Career 2 Bus. Mgt.
The CFO’s Role in Compensation and Bonus Plans 2 Bus. Mgt.
MS Word: Advanced Features 2 Software

Discussion Leader
John L. Daly, Bill O’Brien, Don Minges or Bob Mims


Please contact
For John Daly, contact: Barb Sullivan –

The five 2020 CFO Series days above plus the following alternate day will be available through December 2020.

Alternate CFO Series Day 6

Corporate Performance Management

Topics Discussed Credits
Corporate Performance Management 2 Accounting
Business Intelligence and Data Analytics 2 Accounting
Driver-Based Budgeting 2 Accounting
Effective Management Accounting 2 Accounting

Discussion Leader
Gary Cokins




Schedule with Know Your Cost or Create Reports That Matter or Tactical CFO to make a 2-day series.

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