If you’ve enjoyed a historical advantage in a market, pricing can become neglected. Or even ignored. But the landscape can change, and that neglect can create an Achilles heel for your organization. This was the problem our client a leading European payments services provider faced.
Our client had not conducted a pricing analysis for a long time. This was in part due to the fact that they had been formed by previously bank-owned companies who held a monopoly on markets. They realized action to be taken. So, we were tasked with undertaking the health check complete with quantifiable impacts. And to maintain continuity we also had to train their client analysts and managers in this area.
We conducted a survey of 40 front-line staff and interviewed 10-15 managers. Then to establish the potential for improvement, we ran a numerical analysis. This included contribution margin vs size for different product areas and geographies with the client pricing analysts. With that complete we constructed a pocket price waterfall analyzing both invoice and outside invoice items.
We established a structured pricing maturity framework with a timeline for implementation. As part of this, we drafted key components of the strategy and raised awareness of pricing opportunities. Across the six areas we worked on we were able to generate over €10m in incremental revenues.
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