Pricing and profitability management : a practical guide for by Meehan, Julie M

By Meehan, Julie M

A finished reference for any specialist to appreciate the functions and skills required for powerful Pricing and Profitability administration. It describes all the six talents (Pricing method, rate Execution, complicated Analytics and Optimization, Organizational Alignment and Governance, Pricing know-how and knowledge administration, and Tax and Regulatory Effectiveness) intimately, and addresses how Read more...


A accomplished reference for any specialist to appreciate the features and skills required for potent Pricing and Profitability Management. Read more...

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The opportunities to improve capabilities through a gap analysis tend to be numerous and of varying importance to business performance. How can the list of initiatives be rationalized and scheduled effectively? Consistency in language and prioritization metrics increases the probability of success if the pricing initiative is competing with other concurrent company programs. 8) that weighs factors such as strategic alignment, duration, resource requirements, expected benefits, payback period, and dependencies (tasks that cannot be begun or completed until other steps are completed or certain conditions have been met).

3 Survey Fatigue Indicated by Declining Question Response Rates 43 46 49 52 55 58 C02 04/12/2011 32 12:4:21 Page 32 Pricing and Profitability Management know’’ or ‘‘Not applicable’’ selections, particularly in the later sections of the survey, may indicate that the participant lost interest and was no longer providing accurate answers; suspect responses should be discarded. Carrying Out Diagnostic Interviews. Interviewing stakeholders requires significant time commitment from both interviewers and interviewees but yields some of the most valuable information.

8 Initiative Prioritization Framework  Managing dependencies requires project leaders to pay attention to op- portunities that build on each other or that can be conducted more efficiently by using capabilities developed in related tasks. Creating the Transformation Roadmap A road map should be developed that details the path to the desired improved pricing and profitability management capabilities. It should explicitly lay out the sequence, duration, and dependencies of the individual initiatives so that stakeholders have a clear understanding of when and how their organization will be affected.

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