Seeking to protect margins and scale effectively, a global pathology company set out to improve its commercial operations.
The focus was on three core areas: contract management, price steering, and IT system alignment.
The existing setup lacked structure and consistency, limiting both efficiency and profitability. With our support, the company began building a clearer end-to-end framework to manage contracts and ensure disciplined pricing decisions, while also creating a more integrated IT system landscape to support these developments.
We needed to target improvements across each of these areas.
For contract management, we established comprehensive contract setup and management processes, including clearly defined compliance requirements and associated internal policies.
For pricing, we introduced a structured steering logic with defined list, floor, and target prices. These pricing controls were designed to help our client sell large and complex solutions consistently and profitably.
In regards to IT systems, we outlined the end-to-end requirements to support commercial operations, including a minimum viable product for a CPQ tool. We also developed a blueprint to guide the full system integration. Throughout the implementation process, we acted as a hands-on and trusted partner, ensuring seamless execution and lasting impact.
The new processes boosted company sales by ~3% through more consistent and effective pricing and contract management.
In addition, efficiency improved across internal sales and back-office processes via reduced operational complexity.
Contact us
Our experts are always happy to discuss your opportunities. Reach out, and we’ll connect you with a member of our team.