Pricing: From Good to World Class

Many companies have made progress in pricing – instituting pricing rules, creating pricing organizations, and getting high-level visibility on pricing performance. Few, however, have truly turned pricing into a competitive advantage. Unfortunately, the growing complexity of pricing demands that companies take their pricing capabilities to the next level of performance. This chapter outlines some of the ways that companies can take their pricing capabilities to a higher level of performance. Managers should look at these ideas and identify one or two areas where they will take their capabilities not just to good but to a level of world class. Those that do will increasingly be able to outperform their competitors and drive significant value to the company's bottom line.