The pricing journey – the evolution of approach and execution as organisational pricing capability develops

An organisation’s approach to Pricing can be seen as a competency in the sense that it is a combination of skills, behaviours and the application of knowledge. As the efficiency and effectiveness of pricing decisions improve, then a range of indicators highlight a more thorough, considered and generally more successful approach. Fewer mistakes are made, results are more visibility linked to previous actions, and implementation becomes quicker and more comprehensive.