As many pricing teams face unprecedented challenges, there are some surprising and helpful lessons looking back 50 years to the "successful failure" of the Apollo 13 mission.
As hard as it may be right now, you have to take a breath and assess your situation rationally to avoid making a terrible situation even worse,
When the dynamics in your market are changing rapidly, there may be dozens of things competing for your immediate focus and attention. But there's something you should do before anything else.
If you don't know what analysis is and how to do it well, you will never succeed at B2B pricing.
If you're like most pricing practitioners, you have dozens on things on your to-do list everyday. If you can concentrate on these four most important, you'll find that your life becomes much easier.
Everyone wants to win that big deal that will make the quarter. So it's really tempting to get aggressive "just this once." But you shouldn't ignore or rationalize away the hidden risks to winning big deals at the wrong prices.
Our research has found that if you can do this one thing, you'll cut down on the amount of time you waste "putting out fires," and you'll become much more effective pricing professional.