that a company undertakes under the umbrella of a pricing initiative, it includes governance of stakeholders, customer interviews, internal policies and change management.
Competition – based pricing
Customer value based pricing
80% of companies choose Cost-based or Competition-based pricing approaches when deciding which price to charge: these two methods are easy as they are based on data that is easy-to-find, yet they are associated with low profitability and are completely disconnected from value assigned by the customer. On the other hand, almost 100% of the leaders of every industry use Value-based pricing approach: this approach requires deep knowledge of the customer
or customer segments, but it grants higher margins, better win-rate in negotiations and it positively correlates with brand strength and customer trust.
Hinterhuber & Partners encouraged this approach more than a decade ago and keeps on focusing all of its energies so that it becomes the standard for each of its clients.
Pricing is the most impactful operational lever: incremental improvements produce extraordinary results. All industry leaders systematically use these 5 principles to improve willingness-to-pay and create sustainable competitive advantages.
Price & Value Communication
When to consider pricing consulting services
- Sales optimization
- Value-based pricing implementation and capability building
- Pricing analytics, sales analyses
- Discounting optimization
- Product pricing – product-portfolio pricing
- Price repositioning – positioning through pricing,
- Trainings for the sales force in value (selling on value, not selling on price)
- New product pricing/value-based pricing for new products
- Value quantification for existing products
- Analysis and optimization of discount structures
- Supplementary service pricing
- Price negotiation training
- Pricing capability development
- Pricing analytics
- Analysis and improvement of sales force incentive systems
Anatomy of a pricing project
The process followed by Hinterhuber & Partners is solidly based on three pillars: analysis, price improvement definition and piloting, and finally implementation and monitoring. Each pillar has unique subsets that can be summarized in a discovery phase undertaken through
internal and external interviews, transactional data analysis, value quantification execution, definition of pricing policies, and the implementation of the findings along with careful monitoring, often continuing even after project end.
Customer interviews, competitor analysis, Big-Data analytics, pocket price waterfall, discounting analysis and other state-of-the-art analytical frameworks are all used to paint a comprehensive picture of the status-quo of the company
Through the knowledge gathered we establish action plans and timelines, specifically tailored to the company to maximize P&L impact
Roll-out and implementation
The necessary levers are implemented and any initiative gets closely monitored to ensure fine-tunings are put in place and the company can continue the pricing journey on auto-pilot, while realizing the calculated impact