Class Library Getting the Price You Want

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  • Title:Getting the Price You Want
  • Category:Business & Sales
  • Level:Intermediate
  • Instructor:Howard Givner
  • Length:14 min
  • Posted:5/8/2013
5.00 out of 5 star rating


Should you charge what you are worth or what the client is willing to pay? Do you find yourself often slashing your rates simply because the client is able to find someone willing to do the job for a fraction of the cost? Howard Givner, ELI’s Executive Director and former business owner dispels the myth that event planning is a commodity.  This class discusses how to effectively set prices and justify your services based on perceived value, capabilities and proper brand positioning.

Learning Outcomes

    1. Dispel the myth that event planners are a commodity be able to differentiate yourself from the competition.
    2. Learn how to determine your rates and negotiate based on perceived value and capabilities.
    3. Be able to effectively communicate to a client what the risks are in using a less expensive planner or someone with not as much experience may result in for live events.
    4. Find out how to best position your brand through third party validation, thought leadership and showing your expertise.

Table of Contents

Watch the Full Class Without Chapter Breaks
Getting The Price You Want 13:37
Watch the Class in Chapters
Planners As Commodities 2:50
Price Vs. Value 4:12
Differentiating Your Brand 6:53

The Certified Meeting Professional (CMP) is a certification offered by the Convention Industry Council (CIC), an umbrella group comprised of 30 organizations. As part of the application process for the CMP, candidates are required to log a minimum of 25 Clock Hours of approved education. If you see the CMP designation next to a given class on this site, it indicates that class has been approved by the CIC to count toward that educational requirement, for the designated number of clock hours. For more information go to

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