Pricing consulting
Our pricing consulting is the most effective levers for profitable growth
Customers never decide rationally. They are overwhelmed by the many channels and offers. That is why price is becoming increasingly important as a decision-making criterion for customers. Price is thus proven to have the strongest influence on growth and profit. Yet only 2% of companies use customer-oriented pricing. With the help of our pricing consulting, based on value and behavioral pricing approaches and methods, you can shape your customers’ purchasing decisions in a value-oriented way.
We put you in a position to precisely understand the willingness to pay and the relevance of the individual benefit components of your offer from the customer’s point of view. Within the framework of our Customer Purchase Process Analysis, we use the most modern price measurement methods, depending on the issue at hand. Based on the resulting valuable customer insights, we jointly define the optimal price differentiation and price communication. This is always against the background of the respective customer value and the sales system.
Our offer in the area of pricing consulting
Pricing strategy
Value Stack Analysis
Price positioning
Price differentiation
Price measurement
Pricing
Value Argumentation
Discount and condition system
Target system
Behavioral Pricing
Price management
Price Enforcement
Price control
Affordability
Conflict Management
Price controlling
Price system
Key figures
Dashboards
Controlling process
This is how we work together in trust
Step 1
Analysis of your starting position
In the first step, we analyze together your current approach to price management. We analyze your pricing strategy and price implementation. The central question is, at which points at the individual customer contact points is the most potential lost or do expensive errors exist.
Especially if you have defined your prices so far only by competitive analysis, production costs and profit margins, there is usually enormous potential for growth and profit.
Step 2
Customer feedback
Based on the as-is analysis, we develop options for different pricing strategies. However, these are not simply made on the basis of gut instinct, but are evaluated on the basis of qualitative and/or quantitative customer feedback.
For this purpose, we have a comprehensive toolbox of methods and the most modern price measurement methods on the market. This way we can guarantee a high data quality, which gives you the security for your decisions.
Step 3
Pricing strategy
The customer data obtained serves as a valuable decision-making basis for comprehensively evaluating different pricing strategies. What influence does price elasticity have on production capacities, are there price thresholds, are there different price elasticities in relation to customer value segments, these are just a few important questions to answer.
Once the decision has been made, we work out a pricing model together that is understandable within the company and enables efficient implementation.
Step 4
Implementation
Based on the pricing strategy and the developed pricing model, we define a change process. Especially in sales, price changes can lead to great resistance. Due to our extensive experience in pricing consulting but also in training, we can set up a change process that takes the employees along with the necessary change.
In addition, our competent IT team provides support for possible adjustments in IT. Together, we develop a communication plan based on the latest findings in behavioral pricing, so that the strategy also creates trust and is accepted by customers.
Request a free and non-binding pricing analysis!
Optimization approaches of our pricing consulting
Customer-oriented (value) pricing
Value pricing enables companies to achieve significant growth and profit increases. This customer-oriented pricing is based on the benefits of the customers and their different willingness to pay. Our modern and extensive toolbox of methods allows a deep and reliable look into the heart and mind of your customers. This gives you a high degree of certainty in your decision-making.
Value-added service pricing
Too many managers make the mistake of not giving value to their many value-added services. As a result, this increasing number of offer modules appear without prices in the respective overviews. Valued-added service pricing offers enormous potential for increasing profits, customer loyalty and strengthening the brand as a solution provider.
Innovative pricing models
Pricing is much more than just setting or adjusting prices. As a result of increasing digitization, many new pricing options such as subscription models or usage-based pricing models (e.g., pay-per-use) are coming into focus in addition to the classic one-time payment. Therefore, depending on the offer, it is important to weigh up which model is best suited for customers and companies.
Condition system
Quotations are often not simply sold at the list price, but are offered at customer-specific conditions. In practice, deviations of up to 30% are not uncommon. However, these discount and condition systems are often not tied to fixed conditions, but have mostly developed historically. Systematic conditions management is needed to increase growth and profits.
