Pricing Team
Capability Assessment
For organisations concerned that unmanaged pricing behaviour is eroding margin, this assessment defines the level of capability risk and commercial exposure.
Pricing Teams Are A Direct Lever
For Margin Expansion
Pricing teams determine whether margin targets are realised or quietly lost.
A well-structured pricing team holds price discipline when customers push back, costs move, and sales pressure increases.
A weakly supported pricing team drives margin leakage through uncontrolled discounting,
delayed cost recovery, inconsistent exceptions and unclear decision rights.
Pricing capability is not theoretical. It shows up in daily decisions that either protect margin or erode it.
Where Pricing Performance
Breaks In Practice
Pricing rarely fails because the strategy is wrong. It breaks when pricing decisions are made
under pressure without clear rules, authority or support.
In practice, this shows up as:
Each decision makes sense in isolation. Together, they define how pricing really works.
What A Pricing Team
Assessment Measures
This Pricing Team Assessment examines whether your pricing capability can execute commercial strategy under pressure.
It assesses:
- Pricing decision rights and governance
- Pricing skills and role clarity
- Team norms and behaviours
- Incentives and performance measures
- Leadership support and operating model
The focus is not theory. It is whether pricing decisions hold when margin is under pressure.
The Commercial Risk Of Not Assessing
Pricing Capability
When pricing capability gaps go unseen, margin loss compounds quietly.
Common risks include:
By the time these issues appear in financial results, they are already embedded in behaviour.
When a Pricing Assessment
Is Most Useful
A Pricing Team Assessment is most effective:
- When margin is eroding and pricing outcomes are hard to explain
- When discounting and exceptions are increasing
- When pricing strategy is not translating into execution
- When hiring, restructuring or scaling a pricing team
- When faster progress is needed without adding complexity
What Leaders Gain From
A Pricing Team Assessment
Leaders gain:
- A clear view of pricing capability strengths and gaps
- Faster execution through clearer decision rights
- Reduced margin leakage from discounting and overrides
- Improved confidence across pricing, sales, and finance
- Practical priorities for capability building, role design or recruitment
This creates focus, not bureaucracy.
Our Price Assessment Framework
Our price assessment framework has three components:
An independent pricing diagnostic that quantifies margin risk, capability gaps and system effectiveness,
giving executives clear priorities before investing in change.
How The Assessment Works
- Structured diagnostics and executive stakeholder input
- Capability assessment and benchmark comparison
- Executive and stakeholder interviews and capability review
- Findings translated into prioritised actions across governance, capability, role design and leadership structure
- Clear visibility of margin leakage and immediate commercial recovery actions.
- 2–6% recoverable margin identified, with clear actions across pricing structure, policy, discount governance and commercial execution
Outcomes are practical and prioritised. We typically find 2–6% recoverable margin identified, with clear actions across pricing structure, policy, discount governance and commercial execution.
How This Supports Pricing Strategy And
The Value Culture Program
A Pricing Team Capability Assessment strengthens pricing strategy execution by identifying what must change in governance, decision-making and capability so pricing holds when margin is under pressure.
It can be used as a standalone intervention or as the starting point for broader
capability building through the Value Culture Program.