Pricing consulting
Pricing & Revenue Management.
A small change in price has a large effect on profit. Yet in many companies, prices are set by habit. We help you set the right price, find where margin is lost, move prices when they need to move, and make someone responsible for them.
01
THE OFFER
Offer Strategy & Monetisation
02
THE PRICE
Pricing & Revenue Management
03
THE SALES TEAM
Commercial Excellence
01
Price Corridors
Are your prices based on cost plus a margin, with similar customers paying very different prices?
WHAT WE DO
We set your prices from the value the customer receives, not from your costs. This is value-based pricing. We then define a price range for each product and each customer type: a floor, a target and a ceiling. Step by step, we bring unjustified gaps back inside these ranges.
WHAT YOU GET
Consistent prices that reflect value, and clear limits for your sales teams.
02
Tender & Bid Pricing
Do you price your tenders by instinct?
WHAT WE DO
We give you a method to price each bid, based on your chances of winning and the margin you need. You know when to go lower, when to hold your price, and when to decline.
WHAT YOU GET
More tenders won, at a price worth winning.
03
International Price Coordination
Do your prices differ from one country to another, and do customers take advantage of it?
WHAT WE DO
We align your prices across countries so that customers cannot simply buy where it is cheapest. The differences that remain are justified and controlled.
WHAT YOU GET
One coherent price position across your markets.
04
Price Waterfall & Margin Leak Analysis
Is there a large gap between your list price and what you actually collect?
WHAT WE DO
We trace everything that comes between the list price and the price you really receive: discounts, rebates, free services, fees, cost to serve. We do it product by product and customer by customer. You see where margin is lost, and which customers are not profitable.
WHAT YOU GET
A clear picture of your margin leaks, with figures.
05
Discount Governance & Price‑Volume Trade-off
Do your sales teams give discounts without rules, and without knowing what they cost?
WHAT WE DO
We define who can grant which discount, to which customer, and in exchange for what. For every discount, we calculate the extra volume you would need to sell to make up for it. Decisions are then made with the full facts.
WHAT YOU GET
Fewer discounts, and every one of them justified.
C
How should prices change over time?
Make prices move with your costs, your contracts and your demand.
06
Price Increase Strategy & Execution
Are your costs rising while you hesitate to raise prices? Or do your price increases fail to hold?
WHAT WE DO
Step 1 — Strategy
We decide where, by how much and for which customers to raise prices, and we measure the risk of losing volume.
Step 2 — Execution
We prepare the announcement, the arguments and the follow-up, customer by customer, so that the increase you decide is the increase you collect.
WHAT YOU GET
A price increase that is actually collected.
07
Commercial Terms & Contract Pricing
Are your commercial terms costly? Do your long-term contracts fail to follow inflation?
WHAT WE DO
We review year-end rebates, payment terms, delivery charges and other conditions, so that every advantage you grant has something in return. These terms are often the most effective way to carry through the annual increase. We also write price revision clauses and indexation formulas that protect your margin for the whole length of the contract.
WHAT YOU GET
Terms that reward commitment, and contracts that keep their margin.
08
Dynamic Pricing & Revenue Management
Are your prices the same all year, whatever the demand?
WHAT WE DO
We make your prices vary with demand, season and availability, so that you earn the best revenue from your capacity.
WHAT YOU GET
Higher revenue from the same capacity.
09
Pricing Governance & Organisation
Is anyone truly responsible for price in your company?
WHAT WE DO
We define who decides on prices, through which process and with which indicators. Price becomes a clear responsibility, not a side task.
WHAT YOU GET
Clear ownership of price, and faster decisions.
10
Pricing Tools & Performance Tracking
Are your prices managed in spreadsheets?
WHAT WE DO
We set up the tools and dashboards that let you follow prices, discounts and margin day to day.
WHAT YOU GET
Pricing decisions based on current, reliable figures.
GOING FURTHER
Need more than one of these?
Pricing questions rarely come alone. There are two ways to work on them with us.
Advisory
One area of expertise, handled on its own, with a tight scope.
Signature Engagement
Several areas of expertise working together: a full transformation in three phases, covered by our Signature Guarantee.
Shall we look at your prices?
Tell us where you stand. We will tell you plainly whether we can help.