OUR PROPRIETARY FRAMEWORK

After working with hundreds of businesses across many different industries, we discovered that companies that were the most successful had some common behaviors and processes.  This insight drove us to create the Return on Value Blueprint.

This system is based on the philosophy that great pricing is the result of viewing pricing as a process that can be controlled.  Just like any other continuous improvement business process, we see 4 activities associate with pricing:  Setting Strategy, Executing that Strategy, Analyzing the Results, and Optimizing the Strategy.

In Strategic Pricing, those activities are all around building the optimal target price for any commercial opportunity.  It is not necessarily tied to cost, or what the customer says they are willing to pay, or what the competitor is doing.

Companies that implement the processes well hold 8 common behaviors:

1) They have built a culture around value management

2) They align daily pricing activities to company goals in other functions

3) They empower the right people to be involved in the right decisions at the right time

4) They have lightning-fast repeatable processes that allow them to test and learn fast

5)  They have sufficiently prepared their customer-facing team to defend value

6)  They have systematized strategic pricing analytics into their business

7)  They actively pursue knowledge about the market and externalities on a regular basis

8) Leadership engages on the topic of pricing and value management on a regular basis

With this knowledge, everything we do ties back to our framework.  We work passionately and tirelessly with our clients to uncover their behaviors, embed the processes, and assist them in winning more business at higher prices.