Take Control of Your Margins with a Structured, Commercially-Driven Pricing System

Pricing remains the most under-governed lever of profitability in many B2B and retail organisations. Our Strategic Pricing & Governance Consulting Program is designed to reverse this by installing the systems, capabilities, and controls your business needs to set, manage, and optimise price with confidence—across thousands of SKUs, channels, and customers.

We help clients recover margin, improve controls, and build internal pricing capability—working side by side with Sales, IT, Finance, and Executive teams.

What We Deliver: The Four Pillars of Strategic Pricing Governance

We focus on four interconnected workstreams—each delivering the strategy, tools, and internal capability to make pricing a repeatable source of EBIT improvement:

1. Strategy & Documentation

Ensure pricing is embedded in business governance and decision-making at the executive level.

Deliverables:

• Commercial Pricing Strategy Document: A concise, board-level document outlining pricing direction, principles, objectives, and governance expectations.
• Delegation of Authority (DoA) Framework: Defines who can approve what pricing decisions—by customer, deal size, discount level, and product type.
• Business Rules and Guardrails: Operational playbooks for how pricing should be set, reviewed, overridden, and defended.

2. System Changes & Price Architecture

Enable structured, transparent, and scalable pricing through your ERP, CRM, and quoting systems.

Deliverables:

• Pricing Structures: Design of list prices, discount ladders, and net price ranges that align with margin targets and market positioning.
• System Enablement: Enhancements to ERP and CRM pricing modules to enforce business rules and reduce ad hoc pricing behaviour.
• Approval Workflows: Custom-built pricing and discount approval flows integrated into your systems for real-time governance.

3. Pricing Models & Governance Dashboards

Equip management and frontline staff with tools to monitor, control, and manage margin performance in real time.

Deliverables:

• Price Realisation Reporting: Margin by customer, SKU, region, and channel—highlighting areas of leakage and uplift opportunity.
• Pricing Opportunity Analytics: Tools to identify margin upside through price/mix/frequency modelling.
• Risk and Compliance Dashboards: Visibility into overrides, discount abuse, and non-compliant behaviour.

4. Team Development & Capability Building

Ensure pricing improvements are sustainable by developing internal capability across commercial teams.

Deliverables:

• Training Workshops: Executive, sales, finance, and IT training tailored to new pricing strategy, processes, and tools.
• Pricing Playbooks: Field guides for quoting, negotiating, and applying price logic in everyday decisions.
• Internal Capability Scorecard: Baseline and post-training measures to track pricing maturity and team capability improvements.

Underpinning All Workstreams: Governance and Commercial Realism

This isn’t an academic or IT-only exercise. Every component is designed to:

• Improve commercial outcomes
• Reduce reliance on gut feel
• Align teams around a consistent approach
• Embed accountability into systems and behaviour

Typical Outcomes

• $2M to $7M EBIT uplift per $100M revenue
• 150–250 basis points of margin recovery
• 7–10x ROI in Year 1
• Clear pricing rules, oversight, and controls
• Sustainable in-house capability

Methodology

Phase I: Pricing Diagnostic

• Identify existing pricing leakage, 26 common risks, and immediate recovery opportunities
• Map current governance gaps across strategy, structure, and execution

Phase II: Implementation & Capability Build

• Design new pricing architecture and deploy into ERP/CRM systems
• Install dashboards, workflows, and pricing rules
• Upskill your internal teams to own and sustain the program

What Makes This Work?

• Co-designed with Sales, IT, and Finance—not done in isolation
• Aligned with business goals—not a one-size-fits-all approach
• Focused on EBIT, not theory—we measure everything in commercial terms
• Built for complex B2B portfolios—with 1,000s of SKUs and multiple discount structures

Clients We've Worked With

Over 150 organisations across 28 years—including listed companies, PE-owned firms, and global industrial leaders—have used our methods to control price erosion and embed scalable pricing strategy.

Industries served include:

• Building materials and construction supplies
• Industrial distribution and wholesale
• Automotive aftermarket
• Healthcare and medical consumables
• Retail and omni-channel

Ready to Strengthen Your Pricing Governance?

To assess whether this program is suitable for your organisation, request a discovery session with our consulting team.

We will review your current pricing challenges, identify areas of unmanaged risk, and outline how a structured pricing and governance model can support EBIT growth and operational control.

‍