Pricing for profit
A pragmatic approach to improving B2B pricingDienstag, 20. Dezember 2011
Companies tend to set their prices too low in the business-to-business market. Regardless of pricing policy, some customers end up paying a price that is not justified by the amount they buy or the costs that they incur. And that is perhaps putting it mildly. As a result, you get lower margins, year after year.
Often nobody realises that customers are paying too little and, if a company does pick up on it, it usually fails to tackle the problem decisively. So how can you make sure that you’re not setting prices that your business? Most importantly, if closer examination reveals that prices are too low, how can you correct this situation without alienating customers or demotivating sales staff?
In the course of our work with clients over the last few years, we’ve developed a successful method for tackling precisely this problem. Because correcting low price has a direct impact on profits, you can often achieve a considerable improvement, in our experience from one to three percent of turnover.Publikation lesen
The B2B Services sector is diverse but contains some of the world’s most successful businesses. Leading players are capitalising on waves of outsourcing
Higher and higher
As Western economies are showing hesitant growth paths and uncertainty is freezing investment plans, growth options are dwindling for multinational companies (MNCs) and many heads are turning to China
Show of strength
Twelve months ago we compiled an Index evaluating 50 of the leading FM businesses in the UK, aiming to spark some debate, particularly as FM is rarely seen as a coherent industry – even by many participants