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Building a Center of Excellence Around Pricing

How to Move Beyond the Antiquated Concept of the Command-and-Control Pricing Organization

For decades, management consulting firms have argued that the best way to generate significant results from active pricing management is to have a centralized pricing organization. These days, however, a new model is finding favor--the Pricing Center of Excellence. In this guide, you'll learn:

  • The overall concept behind a Center of Excellence and why it makes sense in today's business environment.
  • Eight critical differences between a Command-and-Control structure and a Pricing Center of Excellence.
  • Four basic steps you can follow to begin building a Pricing Center of Excellence in your own organization.
  • The four primary areas of enablement and influence that a Pricing Center of Excellence typically focuses on.

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    In our research, we’ve identified ten areas where “best practices” have been redefined; setting new benchmarks for pricing excellence in B2B. Use this self-assessment to see how your capabilities measure up.

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