Signature Projects
Prices that hold.
Two projects for the two moments your prices are tested: the annual increase, and every deal in between. Each runs end to end, and opens with a green light: if the gain is not there, you stop.
Fix the past, or prepare the future.
Each project stands on its own. Run one after the other, they form the Signature Path.
← Fix the past
Today
Prepare the future →
Costs are rising, and last year’s increase only partly reached your invoices.
An increase signed customer by customer, defended by a trained sales team.
12 to 16 weeks
Your prices have piled up over the years, and nobody can say why a customer pays what they pay.
Price corridors and discount rules your whole sales team applies.
12 to 16 weeks
Signature Path
About seven months · Costs less than the two projects taken separately
From announced to signed.
Fix the past
12 to 16 weeks
Is this you?
Did last year’s increase only partly reach your invoices?
Is your increase applied as one flat percentage, whatever each customer is worth to you?
Do your salespeople go into negotiation on the defensive, and give back in concessions what they win on price?
Are your annual negotiations approaching, with nothing structured yet?
How it runs
We review last year’s increase, targeted against achieved, by customer, salesperson and product, and measure profitability by customer. It ends with the green light.
We set the overall target and spread it by customer and product, simulate the price-volume trade-off, define what can be traded for the increase, write the arguments, and take the plan to your executive committee.
We train your sales team in one half-day plenary session, launch the campaign, run a weekly negotiation review until negotiations close, then report on the result.
What you get
A review of last year’s increase
The increase plan: overall target, spread by customer and product
A price-volume simulation and its impact on margin
A trade-off grid: what can be exchanged for the increase, and what cannot
Negotiation files for your strategic accounts
A sales kit: arguments, answers to objections, concession rules
A half-day plenary training session for your sales team
A campaign dashboard and a final report
The gain is the increase signed, customer by customer, valued on actual volumes over the twelve months after it applies, net of the margin lost on volumes that left because of it.
Throughout the campaign, you follow one figure: the realisation rate, the increase signed against the increase targeted.
On request, we join the negotiation meetings of your strategic accounts. Quoted separately.
The campaign comes back every year. The next one opens by measuring the last, and starts from what is already built: the data, the tools, a trained team. It costs less than the first.
Every price has a reason. Every discount has a rule.
In 12 to 16 weeks, we replace inherited prices with value-based corridors and discount rules your whole sales team applies.
Prepare the future
12 to 16 weeks
Is this you?
Does the same product sell at very different prices, with no reason anyone can explain?
Have prices and discounts piled up over the years, until nobody knows why a customer pays what they pay?
Does each salesperson set discounts alone, leaving you to discover the price after the deal?
Is a repositioning, a new range or an acquisition forcing you to rebuild your prices?
How it runs
We extract twenty-four months of transactions, measure how far your prices spread, and interview your leadership and sales managers. It ends with the green light: the gain, quantified against our fee.
We build the corridors and the discount rules, replay your last twelve months under them, test volume scenarios, and take the whole to your executive committee.
We roll the rules out to your managers and salespeople, put the steering tool into service, track the first month of compliance, and hand over.
What you get
A map of your price dispersion, by customer, product and salesperson
Price corridors by product family and customer type: floor, target, ceiling
Discount rules and a delegation matrix: who grants what, how far, in exchange for what
An exception process and a pricing committee charter
A steering tool and a compliance dashboard
The business case: your last twelve months replayed, with volume scenarios
A rollout kit for your sales managers
Before rollout, we replay your last twelve months under the new rules, then apply a prudent volume-loss scenario. That prudent figure is the one we put in front of your CFO.
Once the rules are live, your steering tool compares the net prices you achieve with last year’s, at the same mix, and shows how many deals stay within the corridors.
On request, we map the value of a strategic product, total cost of ownership included, so its corridor rests on what it is worth to your customers. Quoted separately.
Corridors age as your costs, markets and range move. We review them every year, starting from what is already built: the data, the steering tool, the rules. It costs less than the first project.
The structure first. Then the increase.
The Signature Path runs both projects in sequence, in about seven months before your price effective date. Your increase is spread over corridors already in place, so it is fairer and easier to defend.
One data collection
Value Mapping is shared, so the increase moves faster.
One green light
At the end of the Reset’s Value Mapping, covering the whole path.
One timeline
One sponsor and one contract, up to your price effective date.
It costs less than the two projects taken separately.
Where one point of price counts.
We work with mid-market companies and large groups, across all sectors. Signature Projects fit those where one point of price, across the scope, is worth several times the cost of the project. We check this with you in our first conversation, before any proposal.
Twenty-four months of transactions, down to the invoice line
A sponsor on your executive committee
An internal lead, about one day a week
At least four months before your price effective date, or seven for the Signature Path
If the timing or the scope is tighter, an Advisory mission may fit better.
No potential, no project.
In most consulting work, the fee is certain and the result is not. We work the other way round: every Signature Project opens with Value Mapping, so you see what the gain is worth before you go further.
Green light, or your money back.
Value Mapping
Two to four weeks on your own figures.
The gain, quantified
Against our fee, with a method agreed on day one.
Our verdict
If the gain justifies the project, we go on. If it does not, we tell you, you stop there, and we refund what you paid.
