Provider Only
Working Group 2: Pricing Power Playbook
120 min
Monday, May 03, 2027
1:30 PM - 3:30 PM
Pricing smarter, not just raising the rate
Pricing power is the line between a commodity and a franchise, and the market pays a premium for the organizations that have it. The real question is whether you are charging what your residents would genuinely pay for the right things. Sales, marketing, operations, care, finance, and capital each hold a piece of that answer, and here they price with a scalpel: the incoming resident, the care level, the package you have never built, rather than one flat increase across the board. This is the block where sales and marketing finally sit at the revenue table with customers insights no-one else has.
The working question:
Where have we earned greater pricing power, and what is stopping us from turning it into revenue? You leave with new ideas for pricing what you already have and what can easily be turned into separate and revenue ready packages.
Pricing power is the line between a commodity and a franchise, and the market pays a premium for the organizations that have it. The real question is whether you are charging what your residents would genuinely pay for the right things. Sales, marketing, operations, care, finance, and capital each hold a piece of that answer, and here they price with a scalpel: the incoming resident, the care level, the package you have never built, rather than one flat increase across the board. This is the block where sales and marketing finally sit at the revenue table with customers insights no-one else has.
The working question:
Where have we earned greater pricing power, and what is stopping us from turning it into revenue? You leave with new ideas for pricing what you already have and what can easily be turned into separate and revenue ready packages.