| Date | Venue | Fees | |
|---|---|---|---|
| 14 - 18 Sep 2026 | Riyadh - Saudi Arabia | $ 5,950 | |
| 09 - 13 Nov 2026 | Riyadh - Saudi Arabia | $ 5,950 |
Introduction
This Business Development Strategy: Pricing, Proposals & Value training course is designed to equip professionals with the strategic, financial, and commercial skills required to develop competitive pricing strategies, prepare compelling proposals, and communicate measurable value to clients and stakeholders. In today’s competitive business environment, success in business development depends on the ability to combine strong financial modelling, structured proposal development, and clear value articulation. Organisations must ensure that pricing decisions align with profitability objectives, risk exposure, and market positioning.
This training course provides a structured approach to business development strategy, covering pricing frameworks, budgeting, financial modelling, SA procurement law considerations, and proposal development methodologies. Participants will also learn how to design dashboards, develop performance reporting structures, and apply tools and techniques for impactful reporting. By the end of this training course, participants will be able to develop commercially sound proposals, evaluate pricing strategies, and communicate value effectively using data-driven insights.
This GLOMACS Business Development Strategy: Pricing, Proposals & Value training course will highlight:
- Strategic pricing and value-based business development approaches
- Financial modelling and budgeting for proposals and bids
- SA procurement law considerations in proposal development
- Designing dashboards and performance reporting frameworks
- Tools and techniques for impactful reporting and value communication
Objectives
At the end of this Business Development Strategy: Pricing, Proposals & Value training course, you will learn to:
- Develop pricing strategies aligned with value and profitability
- Apply financial modelling and budgeting in business proposals
- Integrate SA procurement law requirements into proposal preparation
- Design dashboards for business development performance tracking
- Communicate value using structured and impactful reporting tools
Training Methodology
This Business Development Strategy: Pricing, Proposals & Value training course uses a practical and commercially focused methodology combining pricing strategy frameworks, financial modelling exercises, proposal structuring approaches, dashboard design discussions, and reporting optimisation techniques. Participants analyse real business development scenarios and develop structured pricing and proposal strategies supported by data-driven insights.
Organisational Impact
This Business Development Strategy: Pricing, Proposals & Value training course will enable organisations to:
- Improve pricing accuracy and profitability in proposals
- Strengthen compliance with procurement regulations
- Enhance competitiveness in bid and proposal submissions
- Improve visibility into business development performance
- Standardise proposal and pricing governance
- Strengthen value-based selling and commercial positioning
Personal Impact
Participants will develop:
- Stronger pricing and financial modelling capability
- Improved proposal development and structuring skills
- Enhanced understanding of procurement law considerations
- Greater confidence in presenting commercial value
- Improved dashboard design and reporting capability
- Professional credibility in business development strategy roles
Who should Attend?
This GLOMACS Business Development Strategy: Pricing, Proposals & Value training course is suitable for professionals responsible for pricing, proposals, and business growth, including:
- Business Development Managers
- Proposal and Bid Managers
- Commercial and Pricing Managers
- Key Account and Sales Managers
- Finance and Costing Professionals
- Strategy and Growth Professionals
Business Development Strategy and Value-Based Pricing
- Role of pricing in business development strategy
- Value-based pricing versus cost-based pricing
- Market positioning and competitive pricing strategies
- Understanding client value drivers and decision criteria
- Pricing risk and margin optimisation
- Structuring pricing models for complex proposals
Financial Modelling and Budgeting for Proposals
- Financial modelling fundamentals for business development
- Cost structures and pricing components
- Budgeting for bids and proposal submissions
- Sensitivity analysis and profitability scenarios
- Risk-adjusted pricing and contingency planning
- Financial approval and governance processes
Proposal Development and SA Procurement Law
- Structuring winning business development proposals
- Aligning proposals with evaluation criteria
- SA procurement law overview and compliance requirements
- Mandatory compliance documentation and governance
- Risk management in regulated procurement environments
- Commercial and technical proposal alignment
Designing Dashboards and Performance Reporting
- Business development performance metrics and KPIs
- Designing dashboards for pricing and proposal performance
- Visualising pipeline and opportunity data
- Monitoring win rates and profitability
- Forecasting revenue using dashboard analytics
- Linking dashboards to strategic decision-making
Tools and Techniques for Impactful Reporting
- Communicating value through structured reporting
- Executive-level proposal summaries and insights
- Storytelling with financial and performance data
- Reporting tools for business development teams
- Continuous improvement using performance insights
- Developing a pricing and proposal strategy action plan
- Upon successful completion of this training course, GLOMACS Certificate will be awarded to the delegates. Continuing Professional Education credits (CPE): In accordance with the standards of the National Registry of CPE Sponsors, one CPE credit is granted per 50 minutes of attendance
Endorsed Education Provider
