We discovered there was a lack of alignment of pricing with the underlying cost structures and little optimization for the customer’s willingness to pay.
Whilst finding the issues was key, this was only the first step. Each cause and different customer setup required a different response. Together with our client, we developed and refined a set of actions validated with key stakeholders.
By mapping them to customer characteristics and likely acceptance levels, we created a customer-level plan determining the exact pricing offers the customers would receive.
Finally, together with our client’s commercial team, we developed value arguments, negotiation approaches and collateral to make sure the sales teams were set up for success.