The Pricing Opportunity Discovery Process^SM

What potential business impact could a focus on pricing have in your business?  The Pricing Opportunity Discovery Process^SM answers that question.  Through a four stage process, beginning with interviews of your services leadership team, we will identify and quantify opportunities to improve business performance.  The Process covers the seven primary avenues for improving price performance.

1.       Our prices are low relative to the competition

2.       Some customers would pay more for higher value services

3.       We lose sales because our prices are too high

4.       Customer price sensitivity is high and/or we face price aggressive competitors

5.       We have revenue leaks that are costing us money

6.       Our sales people are not as effective as they need to be in capturing price

7.       Our pricing practices result in high operations or sales costs.

Through the Pricing Opportunity Discovery Process^SM you can quickly put yourself on the path to more profitable growth. 

The Process is offered as a complimentary service to qualified firms.

Pricing Deep Dive Assessment^SM

When the clear causes of pricing shortcomings are not well understood, or when a detailed, objective perspective is necessary to forge strategic agreement, then we recommend our Pricing Deep Dive Assessment^SM.  This Assessment will not only identify the root causes of your firm's pricing challenges, but will also recommend a prioritized course of action based on timeliness and estimated payback.

Our Assessment is unique in three ways.  First, this process has been used with approximately 20 companies to evaluate pricing strengths and weaknesses.  As a result we are able to benchmark pricing practices relative to other firms.  Second, the Assessment is informed by our work on the TSIA's  PS Market Rates Study and Support & Maintenance Pricing Study.  These studies are leading research efforts exploring pricing practices in technology services. For more information visit www.tsia.com/research_and_advisory.html  Third we take a systems approach to pricing, so the assessment is a comprehensive look at the factors that drive pricing success.

·         Pricing Strategy

·         Leadership/Culture

·         Pricing Processes

·         Organization Structure and Skills

·         Pricing Data Systems

·         Pricing Controls

 
For more information, contact tim@valueandpricing.com