This essay focuses on eight tips that will set you on a path to building organizational capabilities through an outstanding pricing team, which improves not only the bottom line but the combined abilities and contributions of each of the major functions in the organization.
One of the challenges pricers face on a daily basis is maintaining value pricing strategies in the face of sales teams dealing with customers looking to reduce costs. However, as the cases presented in this article demonstrate, sourcing and procurement teams and pricing and sales representatives don’t have to be enemies. In fact, they actually share the common goal of creating value as economically as possible.
In this article, the author presents three essential qualities to improve pricing teamwork and ultimately profits. Each recommendation centers on building a strong understanding of pricing objectives well before beginning price conversations with customers.