Raise prices, and keep the customers
We show where margin is recoverable per customer, then give sales a defensible price and the words to hold it.
What realising higher prices actually did
Do you recognise any of these situations?
Discounts vary significantly between customers/salespeople.
We rebuild realised margin per customer and per deal until the spread is visible, then put a euro figure on what is recoverable. You/We can execute the recovery plan and change the process going forward.
Win rates don't improve when discounts go deeper.
Qualification questions surface what the customer actually values, the quote prices against those value drivers, and sales gets argumentation to defend the price point instead of a discount to fall back on.
Flat price increase to every customer instead of targeted.
We set prices targeted per segment or key account against a realistic ceiling, sales is prepared with proactive and reactive scripts, and acceptance and leakage are monitored live, not reviewed a year later.
Your price list was built from cost and features.
We rebuild the architecture around what customers actually value and buy: logical tiers, defensible steps, and packaging that makes the profitable choice the obvious one. You also get a migration path for existing customers, with a migration tool your team can use.
Added-value services are delivered but never priced.
We make cost-to-serve visible per customer, so we can compare realised margins per customer and make visible where you under-price or over-deliver. Based on these insights we then develop and execute the recovery plan.
How we help you realise higher prices without losing customers
Realising higher prices means pricing on value delivered instead of cost+ or on history, and giving sales the evidence and the words to defend it. We quantify the margin variance first, then rebuild the price per segment. That is why higher prices survive the customer conversations.
“When pricing depends on people instead of value delivered in a structured sales and pricing process, margin can become accidental. Whenever we make an analysis on this, the spread is always there, waiting to be lifted.”Marc Andre, Fractional CCO, impulssum