Pricing Strategy Consulting

A pricing strategy consultant helps the leadership team decide how the business sets, negotiates and holds its prices. The work covers where the business competes, what customers pay for, how list prices, discounts and rebates fit together, and how the sales team holds price in negotiation.

The result is a written pricing strategy by customer, channel and product, with owners, decision rights and measures, that the leadership team has agreed and can explain to the board.

• Price increases are decided each year with no agreed method, and only part reaches the invoice.
• Similar customers pay very different prices for the same products.
• The sales team discounts to win, and nobody owns the decision to say no.
• Prices follow cost or the nearest competitor, not what customers value.
• Sales, finance and operations pull in different directions on price and margin.

Engagements start from the evidence the business already holds. The Revenue, Pricing & Margin Roadmap is a one- or two-day pricing strategy workshop that sets direction and priorities. Where the opportunity needs sizing first, the Strategic EBIT Opportunity & Risk Diagnostic measures it by product and customer over 8–12 weeks.

Strategy then moves into price optimisation, pricing governance and sales and negotiation training, so the prices the leadership team agrees reach the invoice.

How long does a pricing strategy take? The Roadmap workshop takes one or two days. Where the opportunity needs sizing first, the diagnostic runs for 8–12 weeks.

Who is involved? The chief executive or managing director, the chief financial officer and the heads of sales, marketing and operations. Ron Wood leads the work.

Will the sales team be able to hold the new prices? That is part of the work. Decision rights, discount limits and training help the team hold price in customer conversations. See sales and negotiation training.