ISSUE: Typically, we see that in B2B companies are closing nearly all deals, their entire business, based on face to face negotiations. A lower degree of commercial control is a symptom of value leakage.
- Reviewing the performance of the pricing organization using a structured framework
- Drawing analysis on order quantity, order frequency, and returns can show the leakage due to customer order behavior
- A Pareto based segmentation model is quantitively calculated (based on margin, revenues or volume)
- MRD’s Proprietary Frontline Profitability Methodology combines theoretical pricing frameworks with analytics to craft a customized value recovery and pricing excellence roadmap.