Focused on identification and implementation of ‘Short term Pricing improvements with significant bottom line Impact’, the 'Quick Wins" process consists of in depth analyses of existing transactional & pricing data to identify short term opportunities to improve top & bottom lines through better management & control of prices & client conditions.
The output of the process is a set of detailed recommendations, business cases and implementation plans for changes in Pricing & Client conditions policies & controls that will favorably impact the bottom line in the next 12 months.
- Identify & develop implementation plans for ‘Short Term Pricing Improvements’
- Develop consensus on implementation plans & priorities
Deliverables from QW include:
Detailed support for recommended Pricing initiatives
Consensus building, motivation & sign-offs
KEY SOURCES OF 'QUICK WINS'
Key tasks and deliverables by Phase
Module 2: Extract, gather & consolidate information.
Interviews with management to get preliminary list of potential quick wins to explore
Desk research & collection of data required for analyses, in close cooperation with country teams.
Module 3: Analysis phase.
PowerPricer (Waterfall, “Dispersion Map”, Price structure analysis, Competitive price & value mapping, …) is used to analyze data & derive insights & preliminary conclusions.. (capitalizing on European Pricing Toolbox)
Categorization variables developed during the creation of the tools to provide different views of the analysis.
Identification of Areas/Products/Customers where Companies currently ‘leaves money on the table’ and opportunity for ‘quick wins’ (improved management of client conditions, changes to price lists or structure, …)
Module 4: Business Case Generation.
The project team , in cooperation with representatives from Sales, Marketing & Finance uses the Analyses & conclusions to formulate specific recommendations & actions plans .
Work sessions with the managers concerned to discuss differences between actual and expected results, and develop recommendations for client conditions & pricing strategies
The project team analyzes in more detail the main recommendations to develop strong business cases and to formulate specific actions plans
Business cases are then presented and discussed with representatives from Sales, Finance & Marketing for consensus building and to develop concrete implementation plans.