synthesis revenue management
Pricing Consultants

• Pricing only works top-down:  C-suite ownership of a pricing EBIT target is required for success

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• No facts, no action:  Nothing accelerates action like readily available profit
  and performance trends by customer, product and SKU

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• Nibble, don’t bite: Small price increases minimize lost sales and grow revenue

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• Roll out division-by-division:  Adapt processes and drive change one sales force at a time

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• Negotiation plans pay:  Set goals and develop written negotiation plans before initiating contract discussions with large customers

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• Measure execution:  Track timelines, customer notifications, price updates, customer feedback, negotiation budget and target forecast

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• Plan and execute each year:  An annual cadence sustains momentum, embeds processes and maximizes cumulative results