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.
Price Analysis: Clean and usable data as a value in itself
Often pricing analysts complain about the quality of the data. There are many instances where the data coming out of the corporate systems is incomplete, inconsistent, untidy, non uniform. Before a pricing manager can understand customer value, they first need to have uniform and accurate data. This article explains why clean data is vital to customer pricing.
Price value: Discover whether it is true that prices really are relative?
Humans are not great at discerning value regarding prices. To determine value people naturally rely on a relative comparison. This article explores the risk associated with cost plus and relative pricing, demonstrating the human cognitive biases and blind spots associated to evaluating value and setting prices in B2B industrial markets.
Pricing tiers: Should we rent a DVD tonight dear or go to movie theatre?
Following from the blog on the MayPac superfight I thought I would like to go into some detail on the pricing and value propositions of attending a cinema, renting DVDs versus watching a movie on Netflix, downloading on itunes or god forbid- getting it for free from a torrents site! Of course you could wait a while and see it on subscription TV like Foxtel or for the truly patient check it out on free to air TV a couple of years later.