Our first webinar for 2012 was with George Cressman, a man who has made many contributions to pricing best practices. His theme was "the right path to pricing maturity." George defines pricing maturity as "the ability to actively manage price realization to achieve above average industry profitability." You can listen to the webinar and request a download of the slides here.
A quick look at some of the key ideas in this webinar. Pricing maturity grows along two axes: Growing Profitability and Increasing Managerial Control.
An organization striving for pricing excellence needs to go through the four stages in order.
- Manage Price Discrepancies
- Manage the Pricing Process
- Manage Value Delivery
- Manage Pricing Linkages
The end goal is to
- Align the entire organization around value delivery
- Integrate value-delivery processes across the firm
- Build customer and competitor intelligence systems
LeveragePoint is building its platform for value-based pricing to help companies move through these stages quickly and to scale the value-based approach across the organization.
Our next webinar is Wednesday February 29 on the timely theme "Surviving the Recession to Perish in the Recovery." Register here.
