Blog - Strategy

Challenges in Pricing B2B

Posted by Rachael Harding on Apr 11, 2012 4:20:00 PM

One of the most overlooked areas in the Strategic arsenal of organizations is the ability to control price.  The CEO and their team are faced with difficult decisions on a daily basis of how to impact profitability- yet most the effort is weighted towards cost control instead of pricing.

Pricing, while an area frequently dismissed as in control only of the competitor or direct material costs, is the topic which  provides organizations with the highest impact on P&L (Profit and Loss).

In the next few weeks and months, we will be discussing pricing decisions related to B2B products and services in particular- and invite your input on what has worked well, what is challenging, and what has not worked at all.