How to Plan a B2B Price Increase for FY27
A seven-step plan to set, communicate and hold a price increase without losing the customers or the margin you need.
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Why most price increases leak
Many B2B companies announce a price increase and then watch much of it disappear through discounts, exceptions and rebates. The list price goes up, but the realised price does not move as much as planned. The steps below are designed to close that gap.
Seven steps to an FY27 price increase that sticks
1. Start with realised price, not list price. Measure what customers actually paid in FY26 after discounts and rebates, and where margin leaked.
2. Segment before you set the number. A single blanket percentage over-prices some customers and under-prices others. Set increases by product and customer segment.
3. Link the increase to value and competition. Products that are hard to replace, or bought on service, can usually carry more than commodity lines.
4. Fix discount and approval rules first. Tighten override limits and price floors before the increase is announced, or the sales team will give it back.
5. Prepare the sales team. Give reps the reasons, the scripts, clear negotiation authority and answers to the objections they will hear.
6. Communicate early. Check contract notice periods, tell key accounts in person, and give every customer a clear reason and date.
7. Track realisation every week. Report realised price against plan by segment and rep after go-live, and act on exceptions quickly.
Want a second opinion before you announce?
Our FY27 Price Increase Readiness Review tests your plan in two to three weeks.
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Whether you're ready to optimise your pricing or want to explore what's possible, we'd love to hear from you.