Background

Our client is a global software holding companies that operate within the transportation sector. With more than 20 companies, each business unit presented a different level of pricing maturity, challenges, and opportunities. Iris Pricing Solutions was contacted to develop a pricing workshop to educate their top leaders on best practices for setting, communicating, and capturing higher prices.

The Challenge

Even though our client has succeeded at maintaining and achieving price increases when acquiring a business, they recognized that they had an opportunity to better support their annual price change process by pricing their products and services based on the customer value they provide.

Our client sought an in-depth pricing training program to assist their various business units at very different levels of pricing maturity, to create a significant financial impact

Topics included:

  • Value-based pricing basics.
  • Identifying price leakages.
  • Successfully launching new products.
  • Setting price in a competitive tender.
  • Identifying and leveraging “give-gets.”
  • Communicating value and negotiating with customers.