When I was a pricing consultant years ago, I always preferred helping companies with relatively basic pricing capabilities. To the cynical observer, this preference may suggest something about my own capabilities at the time. In truth, however, my motives were even more self-serving…
With pricing…or anything, really…the largest performance gains will usually come from the earliest and most fundamental improvements.
So, when consulting for companies with basic capabilities, I could produce large performance gains in relatively short order without employing anything close to rocket science. On the other hand, it was much more difficult and time consuming to generate even small gains for companies that already possessed much more sophisticated pricing capabilities.
That’s why the venerable “improvement curve” is shaped the way it is. Early on, the basics tend to produce big gains, fairly quickly. Then, as the improvements compound and higher performance baselines are established, further gains become a bit harder to come by.
As we highlight in the “Better” Practices for Pricing Improvement webinar, the dynamics of improvement are such that you don’t have to achieve the loftiest heights of pricing “best practice” to generate significant gains.
In the webinar, we explore a number of somewhat “less than ideal” solutions that are nevertheless capable of producing stellar results. And because these simpler solutions are all based on the principles behind the best practices, they provide a solid foundation for further improvement over time.
The point is that you shouldn’t feel too discouraged if your current situation seems very far away from best practice. Instead, recognize that there’s no better opportunity to generate outsized gains by taking even the most basic steps toward “better” pricing.
"Better" Practices for Pricing Improvement
That lofty place of "best practice" can sometimes seem very far away. Fortunately, pricing has so much power that amazing results can be generated by just getting "better." In this webinar, learn how to adapt best practices in less than ideal situations.
Crucial B2B Pricing Concepts
Pricing in a B2B environment is very different from pricing in consumer or retail settings. In this on-demand webinar, you'll learn about 12 ways B2B pricing is unique and 6 core pricing concepts that every B2B pricing person needs to understand inside and out.
Identifying & Capturing Profitable "Quick Wins"
It’s always good to have a few simple strategies close at hand for boosting margin dollars without having to expend a lot of time, effort, or money. In this three-part recorded training session, we discuss and explain 15 "quick win" strategies and tactics that have proven effective for others.