FRONTLINE PROFITABILITY METHODOLOGY
A framework for margin improvement through pricing excellence
ARE YOU LEAKING MARGIN BUT DON’T KNOW WHY OR ON WHAT?
Organizations often struggle with bleeding margins on account of pricing related challenges such as declining prices, shrinking market share, volume attraction etc. However, it is rather challenging to identify the precise causes of margin leakage and to develop a roadmap to improve the situation.
In response to this challenge, MRD has developed its proprietary Frontline Profitability ® Methodology – a proven toolkit to help product, pricing and commercial managers bring their organisations in a healthy and profitable state.
Our Frontline Profitability ® (FLP) Methodology is supported by the FLP Framework, the FLP BI/Analytics Tool and a FLP Survey – all of which are intended to run a 360-degree diagnostic of an organisation to assess its health on various Pricing & Commercial Excellence drivers. Results from this diagnostic are used to craft a highly targeted and customised roadmap to pricing improvement and excellence.
Over 100s of businesses globally have used this methodology successfully to generate margin improvement of 5 to 8%.
Frontline Profitability® Framework
Frontline Profitability® Survey
Frontline Profitability® Tool
APPROACH TO A FRONTLINE PROFITABILITY ® DIAGNOSTIC
MRD’s Proprietary Frontline Profitability ® Assessment reviews the various commercial lenses based on a proven framework. The run-time of this diagnostics is estimated at 4-6 weeks.
STEP I: BUSINESS ASSESSMENT & REVIEW
In this phase, an organisation’s past performance is reviewed under the various pricing and commercial lenses of the FLP Framework.
Quantitative Review of product portfolio, customer segments, pricing performance, profitability etc. using the FLP Tool.
Qualitative Research of the strategy, tactics, design and structure of the pricing organization using the FLP Surveys & Interviews key stakeholders of pricing.
STEP II: INITITATIVE VALIDATION & PRIORITIZATION
In this phase, the results of the business phased are validated and key challenges and initiatives are decided and prioritised.
Initiative Identification & Validation in executive sessions
Prioritization of Initiatives in workshop setting with executives & executing sales teams
STEP III: SOLUTION DESIGN & EXECUTION PLANNING
In the final phase, resolution and jointly designed and agreed on and an execution planning is put in place
Joint Solution Design & Acceptance with executives & sales teams
Execution Planning for the initiation & embedding of initiatives in the organization
WHAT ARE THE BENEFITS FROM FRONTLINE PROFITABILITY?
MRD’s pricing teams are made up of experienced Pricing Experts, Business & Data analysts and B2B Domain Experts data scientists well-verse in pricing and commercial excellence projects spanning various industries.