Using a Cost-Plus Mindset to Your Advantage
How One Company Improved Profitability Without Changing Their Team's Cost-Plus Pricing Behaviors
In a B2B sales environment, an entrenched cost-plus mindset can be a huge obstacle to improved pricing performance. Modifying this mindset often involves implementing new rules, training programs, governance structures, and even making personnel changes. But what if your back is against the wall and the "right way" isn't an option? In this case study, you'll learn:
- Why it sometimes makes sense to make your sales team think nothing's changing to get them to improve.
- How desperate times can sometimes justify effective solutions--even when they're a bit creative and sneaky.
- Things to consider when the seemingly logical courses of action just aren't available to you.
- How simple algebra managed to deliver results so good that they surprised both the CEO and CFO.
This case study is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
Reducing the Friction Between Sales & Pricing
Some amount of "friction" between Sales and Pricing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Pricing functions.View This Webinar
How to Prevent Margin Meltdowns in the Field
When your salespeople adopt better pricing and discounting habits, your strategies can become much more powerful than they were on paper. In this tutorial, learn seven real-world strategies and tactics for getting B2B salespeople to price and discount more effectively.View This Tutorial
Getting to the Right Number
In this Expert Interview, Walter Paczkowski shares his perspectives on the challenges and opportunities he's identified in his work using advanced quantitative techniques to set better prices.View This Interview
When to Choose Profit, Revenue, or Both
As pricing people in B2B, we all have to deal with the "corporate schizophrenia" around revenue versus profit. In this conversation with Lydia DiLiello, we discuss how pricing teams can best deal with this oftentimes frustrating dynamic.View This Interview
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this case study as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges