PRICING PROCESSES
We map your current pricing processes and compare them to best practices. This allows us to identify what you do well and recommend improvements. We include:
Organization
Essential pricing activities, who performs them, and how they do it.
- Set list prices and customer-specific prices
- Pricing authority levels
- Customer segmentation
- Entering price changes in the ERP system
- Exception management
- Pricing analytics & reporting
Price Architecture
Structure of prices and target prices that can be quoted and entered into the order management system.
Price Types
- List price
- Discounts off list price
- Fixed price
- Indexed price
- Other
Target Setting
- Customer-specific target prices
- Customer/product category targets
- Tiers by segment or size
Account Reviews
Frequency of reviews and impact of pricing decisions on account performance.
Pricing Tools
Software, communications, intranet, and reporting that enable the organization to implement the strategies and analytics.
Price Testing
Role of tests in updating pricing strategies and price levels
- Piloting price architecture changes
- Piloting price target changes
Measurement & Reporting
Monitoring results & feedback into strategy
- Clearly defined KPIs
- Reporting cadence & dashboards
- Impact of price changes on volume
Knowledge Transfer
Mechanisms to share the pricing strategy, rationale, and skill sets needed to implement the strategies.