Winning Complex Long-Term Deals

Overview

This one-day executive masterclass provides a practical deep dive into how senior pricing and commercial leaders prepare, structure, negotiate, and govern complex long-term B2B deals.

Building on the Six Pricing Dimensions framework, the program focuses on translating pricing strategy into deal control, risk management, and long-term margin protection. Participants work through real-life deal situations to transform complexity into structured pricing decisions, negotiation discipline, and governance mechanisms that sustain profitability over time.

The training combines proven frameworks, industrial best practices, and hands-on application to ensure immediate relevance and actionable outcomes.

Key Outcomes

By the end of this masterclass, participants will be able to:
• Identify where margin is won or lost across complex long-term deals
• Structure pricing around risk, constraints, and commitments
• Translate negotiation dynamics into concrete pricing levers
• Design contract architectures that protect long-term profitability
• Implement governance mechanisms to prevent post-signature margin erosion

Agenda Overview

The masterclass is designed to balance strategic perspective with practical application, guiding participants through a structured journey from context to execution in complex long-term deals.

Morning
Context & Deal Reality Check
The Six Pricing Dimensions Framework (6P)
Applying the 6 Dimensions – Part I (Hands-on Deal Preparation)
Presale Intelligence & Value Structuring
Pricing Risk, BATNAs & Multi-Year Logic

Afternoon
Applying the 6 Dimensions – Part II (From Contract to Control)
Contract Architecture & Negotiation Sequencing
Deal Desk & Process Discipline
Governance & Long-Term Profitability
Integration & Action Planning

Any questions? Reach out to our team at academy@pricingplatform.com
Our Participant Profile

This training is designed for senior pricing leaders, commercial directors, heads of pricing, key account leaders, and experienced B2B practitioners in manufacturing and industrial environments managing complex, multi-year deals.

Pre-requisites

Participants should be committed to strengthening complex B2B negotiations, multi-year contracting, or strategic account management in their organization. Bringing an anonymized live deal case is strongly recommended. A qualification form, followed by a short call, will ensure alignment, relevance, and maximum impact.

Out of scope

Basic negotiation tactics and generic sales training

Introductory pricing concepts

Industry-specific confidential deal data

Legal drafting of detailed contract clauses
A Pricing & Deal Governance Masterclass: Explore practical frameworks and proven deal governance methods to structure and win complex long-term B2B deals with confidence. Learn how to translate risk and negotiation dynamics into pricing strategy, build stronger contract architectures, and implement governance mechanisms that protect margin and profitability over time.
LEARNING JOURNEY:

Module 1 – Strategic Context & Margin Leakage

Diagnosing structural competitive pressure, identifying must-win battles, and locating where value and margin leak across the three critical stages of long-term deals.

Module 2 – Presale & Deal Intelligence

Mapping buyer drivers, negotiation styles, stakeholders, and competitive landscape.

Module 3 – Pricing Architecture & Risk Translation

Structuring pricing models, defining MDO/LAA/BATNA, and pricing constraints explicitly.

Module 4 – Process Control

Installing a formal deal desk, designing timelines to your advantage, and enforcing an end-to-end process.

Module 5 – Deal Battlecard & Execution Toolkit

Building and applying a practical battlecard to structure preparation and negotiation execution.

Module 6 – Governance & Profitability Management

Aligning sales and pricing, defining KPIs, and installing long-term governance standards.

Download the brochure for the full program details!
Olivier Dallemagne
Founder & Managing Partner of Resilient Growth Consultants

Olivier combines 19 years of strategy consulting experience with 14 years in hands-on commercial and pricing leadership roles at leading global companies, including a spin-off of Total and Nokia. A former BCG Partner for Industrial Goods, he is now Founder and Managing Partner of RGC Consultants, a company dedicated to designing and implementing resilient growth systems. Olivier supports B2B companies of different sizes in preparing, structuring, negotiating, and governing complex long-term deals.

His work focuses on turning pricing strategy into deal control through rigorous preparation, contract design, pricing optimization, and governance. Depending on the scale of the organization and the deals involved, this approach has delivered measurable value creation, with upsides ranging from meaningful margin improvements to, in some cases, hundreds of millions for global industrial groups and mid-sized industrial companies.
Dates & Fees

Start : 23 Jun 2026 at 09:00
Duration : 1 day
Location : Brussels (Van der Valk hotel - Brussels Airport)
Fees : €1085.00

Discounts

Bring a colleague – receive 15% off the total ticket price for both participants
Register as a group of 3 or more – enjoy 20% off the total cost for all tickets
EPP Prime Member – get €150 discount

EPP member? Log in to get your member discount.
Find all your benefits in the membership area.

Hotel info

Venue:
Van der Valk Hotel Brussels Airport, Belgium
Culliganlaan 4b, 1831 Diegem

For added convenience, the hotel provides a complimentary daily shuttle service to and from Brussels Airport, with a journey time of under 10 minutes.

Accommodation:
EPP has secured preferential room rates for participants attending the event.
To benefit from the special rate booking, please contact reservations@brussels.valk.com directly or reach out to marta.amaral@pricingplatform.com to request the booking reference code.

Please note that this offer is available until 25 May 2026 (subject to availability).
Please note that the program fee does not include travel expenses, accommodation, individually organized dinners and other incidentals.

VAT shall apply at prevailing rates according to local (country of training) laws and regulations.

We try to negotiate special hotel rates if possible - please ask the hotel for the best rates.

If you have special requests, please connect with academy@pricingplatform.com

Please note that EPP reserves the right to cancel or postpone events/sessions, or alter the country, location or venue in case of force-majeur, unforeseen circumstances, or if minimum registration numbers are not met. In case of such cancellation, postponement or alteration by EPP, registrants will receive a rollover credit for attendance at the rescheduled sessions.

For more information we refer to our Terms and Conditions.

Overview

This one-day executive masterclass provides a practical deep dive into how senior pricing and commercial leaders prepare, structure, negotiate, and govern complex long-term B2B deals.

Building on the Six Pricing Dimensions framework, the program focuses on translating pricing strategy into deal control, risk management, and long-term margin protection. Participants work through real-life deal situations to transform complexity into structured pricing decisions, negotiation discipline, and governance mechanisms that sustain profitability over time.

The training combines proven frameworks, industrial best practices, and hands-on application to ensure immediate relevance and actionable outcomes.

Key Outcomes

By the end of this masterclass, participants will be able to:
• Identify where margin is won or lost across complex long-term deals
• Structure pricing around risk, constraints, and commitments
• Translate negotiation dynamics into concrete pricing levers
• Design contract architectures that protect long-term profitability
• Implement governance mechanisms to prevent post-signature margin erosion

Agenda Overview

The masterclass is designed to balance strategic perspective with practical application, guiding participants through a structured journey from context to execution in complex long-term deals.

Morning
Context & Deal Reality Check
The Six Pricing Dimensions Framework (6P)
Applying the 6 Dimensions – Part I (Hands-on Deal Preparation)
Presale Intelligence & Value Structuring
Pricing Risk, BATNAs & Multi-Year Logic

Afternoon
Applying the 6 Dimensions – Part II (From Contract to Control)
Contract Architecture & Negotiation Sequencing
Deal Desk & Process Discipline
Governance & Long-Term Profitability
Integration & Action Planning

Any questions? Reach out to our team at academy@pricingplatform.com
Our Participant Profile

This training is designed for senior pricing leaders, commercial directors, heads of pricing, key account leaders, and experienced B2B practitioners in manufacturing and industrial environments managing complex, multi-year deals.

Pre-requisites

Participants should be committed to strengthening complex B2B negotiations, multi-year contracting, or strategic account management in their organization. Bringing an anonymized live deal case is strongly recommended. A qualification form, followed by a short call, will ensure alignment, relevance, and maximum impact.

Out of scope

Basic negotiation tactics and generic sales training

Introductory pricing concepts

Industry-specific confidential deal data

Legal drafting of detailed contract clauses
A Pricing & Deal Governance Masterclass: Explore practical frameworks and proven deal governance methods to structure and win complex long-term B2B deals with confidence. Learn how to translate risk and negotiation dynamics into pricing strategy, build stronger contract architectures, and implement governance mechanisms that protect margin and profitability over time.
LEARNING JOURNEY:

Module 1 – Strategic Context & Margin Leakage

Diagnosing structural competitive pressure, identifying must-win battles, and locating where value and margin leak across the three critical stages of long-term deals.

Module 2 – Presale & Deal Intelligence

Mapping buyer drivers, negotiation styles, stakeholders, and competitive landscape.

Module 3 – Pricing Architecture & Risk Translation

Structuring pricing models, defining MDO/LAA/BATNA, and pricing constraints explicitly.

Module 4 – Process Control

Installing a formal deal desk, designing timelines to your advantage, and enforcing an end-to-end process.

Module 5 – Deal Battlecard & Execution Toolkit

Building and applying a practical battlecard to structure preparation and negotiation execution.

Module 6 – Governance & Profitability Management

Aligning sales and pricing, defining KPIs, and installing long-term governance standards.

Download the brochure for the full program details!
Olivier Dallemagne
Founder & Managing Partner of Resilient Growth Consultants

Olivier combines 19 years of strategy consulting experience with 14 years in hands-on commercial and pricing leadership roles at leading global companies, including a spin-off of Total and Nokia. A former BCG Partner for Industrial Goods, he is now Founder and Managing Partner of RGC Consultants, a company dedicated to designing and implementing resilient growth systems. Olivier supports B2B companies of different sizes in preparing, structuring, negotiating, and governing complex long-term deals.

His work focuses on turning pricing strategy into deal control through rigorous preparation, contract design, pricing optimization, and governance. Depending on the scale of the organization and the deals involved, this approach has delivered measurable value creation, with upsides ranging from meaningful margin improvements to, in some cases, hundreds of millions for global industrial groups and mid-sized industrial companies.
Dates & Fees

Start : 23 Jun 2026 at 09:00
Duration : 1 day
Location : Brussels (Van der Valk hotel - Brussels Airport)
Fees : €1085

Discounts

Bring a colleague – receive 15% off the total ticket price for both participants
Register as a group of 3 or more – enjoy 20% off the total cost for all tickets
EPP Prime Member – get €150 discount

EPP member? Log in to get your member discount.
Find all your benefits in the membership area.

Hotel info

Venue:
Van der Valk Hotel Brussels Airport, Belgium
Culliganlaan 4b, 1831 Diegem

For added convenience, the hotel provides a complimentary daily shuttle service to and from Brussels Airport, with a journey time of under 10 minutes.

Accommodation:
EPP has secured preferential room rates for participants attending the event.
To benefit from the special rate booking, please contact reservations@brussels.valk.com directly or reach out to marta.amaral@pricingplatform.com to request the booking reference code.

Please note that this offer is available until 25 May 2026 (subject to availability).
Please note that the program fee does not include travel expenses, accommodation, individually organized dinners and other incidentals.

VAT shall apply at prevailing rates according to local (country of training) laws and regulations.

We try to negotiate special hotel rates if possible - please ask the hotel for the best rates.

If you have special requests, please connect with academy@pricingplatform.com

Please note that EPP reserves the right to cancel or postpone events/sessions, or alter the country, location or venue in case of force-majeur, unforeseen circumstances, or if minimum registration numbers are not met. In case of such cancellation, postponement or alteration by EPP, registrants will receive a rollover credit for attendance at the rescheduled sessions.

For more information we refer to our Terms and Conditions.

Certification

EPP Pricing and RGM Academy

EPP Pricing and RGM Events

Resources

Winning Complex Long-Term Deals

Overview

Our Participant Profile

Olivier Dallemagne
Founder & Managing Partner of Resilient Growth Consultants

Dates & Fees

Discounts

Hotel info

Overview

Our Participant Profile

Olivier Dallemagne
Founder & Managing Partner of Resilient Growth Consultants

Dates & Fees

Discounts

Hotel info

Hear from our participants

Looking for advice or a customized training?

Certification

EPP Pricing and RGM Academy

EPP Pricing and RGM Events

Resources

Certification

EPP Pricing and RGM Academy

EPP Pricing and RGM Events

Resources

Winning Complex Long-Term Deals

Overview

Our Participant Profile

Olivier Dallemagne Founder & Managing Partner of Resilient Growth Consultants

Dates & Fees

Discounts

Hotel info

Overview

Our Participant Profile

Olivier Dallemagne Founder & Managing Partner of Resilient Growth Consultants

Dates & Fees

Discounts

Hotel info

Hear from our participants

Looking for advice or a customized training?

Olivier Dallemagne
Founder & Managing Partner of Resilient Growth Consultants

Olivier Dallemagne
Founder & Managing Partner of Resilient Growth Consultants