Pricing and margins – fertile ground in business-to-business sales
Abstract
Those of you who are familiar with our work delivering rapid results on the shop floor may be interested to know that we also do extensive work in industrial marketing and sales effectiveness. Results on the market side can be rapid, significant and in general capex-free.
The elements of this work would be recognizable to most of you.
- Find the money
- Identify Value Drivers for margin improvement
- Develop ideas pipeline
- Generate and prioritise improvement idea around the vale drivers
- Clarify accountabilities and roles
- Ensure no overlaps, no gaps in accountabilities between players in the sales chain
- Hard wire in good operating disciplines
- Training and Coaching
Illustrated using European Paper Producer example.
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If you would like an electronic or paper copy of any of our newsletters please contact Catherine Bristow at catherine.bristow@pipint.com
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