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Value & Pricing Capabilities Development

Best Practices in developing a successful Pricing & Value Organization 

  • Get support from the top 
  • Develop Pricing culture + understanding of approach & stakes 
  • Develop a realistic & detailed roadmap for Pricing performance improvement 
  • Drive continued improvement by establishing clear responsibility & accountabilities for Pricing Performance across your organization,… 
  • Define & communicate clear Pricing & Value strategies to guide all pricing decisions 
  • Leverage Best practices & Key insights across the Divisions to ensure engagement & drive bottom line impact at divisional level 
  • Develop common Set of tools that can be flexibly adapted to serve the needs of each division, whilst ensuring greater coherence & comparability.. 
  • Keep long term vision … but constantly look for Short term profit impact … 
  • Combine a longer term capabilities building project with short term results 
  • Provide a first vision of 
  • the roadmap for Pricing improvement for the Group 
  • what ‘the Group’ pricing way (process, tools, systems) could be 
  • Show relevance & effectiveness of approach 
  • Provide Quick Wins with significant bottom line impact 
  • Start developing pricing visibility & culture 
  • Provide a base upon which the Group approach could be developed / rolled out 

Main objectives of the project 

  • “to identify opportunities for enhancing The Group’s Pricing & Value capabilities and to develop a plan for moving for-ward.” 
  • “to realize a significant short term improvement in profita-bility in target countries /SBUs by reducing margin leakage & re-aligning prices” 

Pricing & Value Diagnostic & Roadmap 

  • Provide a diagnostic all rele-vant aspects of the current P&V processes 
  • Initiate the development of a P&V infrastructure (i.e. review and improvement process-es) that complements the intention of the P&V management tools 
  • Develop the P&V Strategy Roadmap to outline the path forward over the next two years as The Group gradually improves its level of P&V performance. 
  • Establish priorities and action plans for moving forward 

‘Quick Wins’ - Short Term Pricing Improvements 

  • Identify quick hits (impact within year) Pricing improvement opportunities with bottom line impact 
  • Prepare Business Cases to quantify some opportunity for making pricing improvements 
  • Improve pricing decisions through the use of a first set of P&V Management tools and processes 
  • Pricing Waterfall tool to highlight price and margin leakages at a customer and product level 
  • Price Dispersion tool that helps establish pricing control, by providing a means to compare customer pocket prices 
  • Value Mapping Key products & Services 
  • Competitive Benchmarking of Competitors on Value attributes 
  • Pricing Strategy for key product groups and highlight the gaps between the cur-rent practice and the espoused strategy