Pricing Strategy: Organising a business for better pricing decisions
Pricing Strategy: Everyone wants to make the best pricing strategy decisions (i.e. dynamic pricing models etc); and in the heat of the moment (and sometimes without the right skills, support and information and time available), what we actually end up…
Pricing approaches: 7 things to avoid when setting up a new pricing function
7 things to avoid when setting up a new pricing function explains why many B2B organisations are struggling to transition the business from a cost plus to value based culture. Getting the right people with the right skills and mindset on board will be the number one determinant of how effectively you can transform your pricing and selling capability.
Customer value pricing: Profits soar with adaptive pricing team
Strategic pricing is founded on a deep understanding of your business challenges and your customers’ wants, needs and financial constraints and objectives. Strong financial results are founded on congruence between an organisation’s business model and pricing capability. In a race to maintain profitability, learn how progressive businesses, like Medtronic, have addressed many of their business model and pricing challenges. Find out what it takes to reinvent how you do business and price to maximise revenue, margin and profit in an era of rising pressure and unchartered territory.
Commercial strategy: Positioning Your Pricing Career & Team For Success
A number of my readers have asked me where a pricing function should be positioned for maximum results and recognition. Organisational positioning is a really good and important area for pricing teams and a key element to building a strong pricing capability (and a high profile career in pricing). In this article, I will address the topic of organisational structure and positioning for pricing teams to help you build a formidable pricing team and career.
Sales management pricing: Silos & territorial teams create issues
It is vital to set up a pricing function / commercial strategy department correctly and to adequately resource it so that both sales and marketing can work in step with it. However, to everyone’s’ frustration, silos and territorial teams form. Silos in a company can drive leaders and teams crazy. You can see all the untapped potential being thrown away as colleagues lose energy becoming competitors. This article is a short introduction to a topic we will explore in detail in the months to follow.