Don’t wait… there’s value to be had now!
Many times, we run across projects that are faced with a delay for business reasons… such as “all business units aren’t ready”, “we would rather wait until after/just before the next round of pricing”, or “the data looks suspect for this one country/business unit/product group, let’s wait until that’s fixed” – all are common and quite frequently heard during the course of our pricing implementations.
Why would you want to wait? Let’s take a practical approach to this logic: pricing can create profit lifts to revenue. If your “acceptable” business units or countries equate to 10M USD or 8M EUR, then by not waiting, you could realize 1.1M USD or 1.65M EUR now. Yes, there’s more value to be had later on, and yes, you will go after that value in time. But DO NOT put on hold the value that’s right at your fingertips, just for an incremental 10, 20, or 30%. Heck, even if the “delayed” portion of the project represents a significant majority of your overall business value, why would you not take what you can get now.