A great way to tighten the relationship with your customer is to use alternative pricing by changing your pricing parameters – deal or customer specifically. Pricing parameter refers to the parameters your company uses to price its products and services — ‘EUR/piece’, ‘EUR/Ton,’ ‘EUR / Liter.’ In the long run, you might find your alternative…
In today’s difficult economic environment, it’s commonplace for organizations to consistently review their business operations for three reasons: to make process improvements, to be more competitive in the market, and to be more profitable. Most companies have been through the cost cutting and strategic procurement processes, and now they’re looking for the next lever to…
Recently, a sales manager for one of our customers asked me an interesting question: “What qualifications do you need to be on a pricing team?” To give you a little background, the sales manager’s company is in the midst of creating a pricing organization for the first time. Given this context, there was not only…
Spring is a time of renewal — in nature, but also in business. It’s an ideal time to revisit old practices, assess their efficacy and commit to refreshing what might not be helping the long-term interests of your business, including pricing policies and strategies. Last year pricing made the headlines on several occasions. From Bank…
While there are dozens of pricing models companies use to go to market, the majority can be placed in two categories – matrix and negotiated pricing. With matrix pricing, companies group customers into categories based on attributes such as customer size, region, etc., and provide a distinctive price or discount list for each customer category. Each customer…
Every night before I put my six-year-old to bed, I have to make sure the closet door is closed. My son is scared to death of any monsters that might be lurking in his closet. Figuratively speaking, customers I talk to are scared of “monsters” in their closets but in their case, it’s very low…
That is indeed a good and “à- propos” question. Times have changed. Competition is brutal, and cost pressures are continuously creeping in. The past five years have not been easy, and it looks like the next decade might require even more patience, sweat equity and breakthrough thinking. The premise that you might have to rethink…
Introduction The manufacturing sector is undergoing a major shift, which many refer to as the third industrial revolution. This change is driven by 3D printing technology, which is likely to change the way that we manufacture products. 3D printing is also referred to as ‘additive manufacturing.’ It is the process of adding thin layers of…
Before compact discs, iPods and the Zune, Pandora and Spotify, vinyl records were the way to play music. And to any “real” music lover, over the past two decades we experienced a slow painful death of vinyl, only to see a resurgence during the last five years with the music industry taking a step back…
Over the past few years, you have often heard me mention the concept of mindfulness. I purposefully use this word in the context of an emerging theory on organizational mindfulness that is researched more and more in organizations. I actually conducted a research inquiry on the topic, and I hope to continue the exploration on…
Jacqueline Davis says:
Hi Siva,
Thanks! I couldn’t agree with you more on the...
Jacqueline Davis says:
Hi Rikhath,
The question of why your company needs a pricing team...
Siva Ram Yellapragada says:
Simply awesome !!
We have a strong pricing team in our global...
Rikhath says:
Also in enterprise products world do you think Product operations would...
Rikhath says:
Hi Jacqueline,
We fighting the same battle and I out...
