MANAGING THE CHANGE PROCESS
Organizational structure, decision rights, processes, and incentives are important levers that provide managers with the opportunity to make pricing choices in different and more profitable ways....
View ArticlePerformance Measures and Incentives
Few things have the ability to motivate individual behaviors more than performance measures tied to compensation and incentives. Yet, many companies struggle to obtain the desired results from their...
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Process Management Analytics
The renowned physicist, Lord Kelvin, once noted that “if you can not measure it, you can not improve it.” This quote captures the intent behind process management analytics: to measure unsatisfactory...
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Customer Analytics
One of the biggest challenges facing pricing strategists is to spot changes in customer or competitor behaviors in time to develop an effective response. For example, it can be quite difficult to know...
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MOTIVATION
Establishing clearly defined processes and decision rights ensures that pricing strategy choices will be made in a consistent and repeatable manner. But to ensure that those decisions will also...
View ArticlePricing Processes
Once the organization structure has been established and decision rights have been defined, the final step for organizing the pricing function involves the creation of a clearly defined set of pricing...
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Decision Rights
Formal structure is not the only consideration when organizing for a pricing; it is also necessary to allocate decision rights to managers both within and outside of the pricing function that will...
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Organizational Structure
Designing an organizational structure for the pricing function involves establishing formal reporting relationships for the managers responsible for managing the pricing process. It is important to...
View ArticleORGANIZATION
The organization of the pricing function has a major impact on the quality of pricing decisions as illustrated by a chemical company we know that struggled for years to maintain price levels even in...
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Embedding Strategic Pricing in the Organization
Few challenges cause more anxiety for senior executives than the implementation of pricing strategies. Even after investing the time and energy to develop a comprehensive plan addressing price...
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