Expertise

Pricing & Revenue Management

We increase your profitability.

Pricing & Revenue Management

Pricing is one of the strongest EBIT levers, but its effectiveness in day-to-day business is often hampered by unnecessary complexity, inconsistent conditions and a lack of price discipline. Dynamic markets, rising expectations and a pricing approach that goes beyond traditional price lists are also challenging factors for companies. When pricing strategy, price realization and performance management do not fit together, there is a risk of margin loss, discount leakage and unnecessary compromises.  This is where we come in: We align your pricing as a strategic success factor – so it is customer-centered, data-based and easy to implement.

Our solution approach

Pricing strategy We shape your pricing effectively

Pricing should work in your everyday business and not just in theory. We achieve this by combining the pricing strategy and revenue model with clear processes, roles and skills. Our approach includes:  

  • Pricing strategy and positioning by segment, including revenue model and anchoring in the commercial operating model  

  • Monetization and pricing approach, e.g. bundling of products and services as well as higher price agility in dynamic markets  

  • Price realization via Terms & Conditions, quotation and negotiation guidelines as well as suitable incentives and governance  

  • Pricing performance management with price controlling, KPIs, reporting and data- and technology-based decisions (pricing analytics, AI, pricing software) 

Our experience shows: To be successful, pricing must be used consistently by managers and teams. That is why we translate pricing logic into practical decision-making routines. We ensure transparency with respect to price quality and develop measures for price realization. Analytical depth meets pragmatism and change competence. From initial analysis of potentials to system and process anchoring: We create pricing that is sustainably effective.  

Pricing & revenue management means translating value into an enforceable price and conditions logic and consistently ensuring price realization. This makes margins controllable.

Johannes Kiekhöfer | Head of BU Commercial Excellence