Authors: Jeff Robinson and Rodrigo Garcia Escudero

Companies make the most of their investments in pricing teams and technology when they focus on the new job of pricing: maximizing customer value. That means creating the right solution spaces for salespeople rather than overemphasizing price points, and it means turning pricing professionals into revenue managers who advise sales teams based on models calibrated around product, promotion, contract terms, price, and service elements, as the authors explain. Jeff Robinson (robinson.jeff@bcg.com) is a Managing Director and Senior Partner and Rodrigo Garcia Escudero (escudero.rodrigo@bcg.com) is a Managing Director and Partner at the …Read More