Client Results

Holden Advisors helps companies in a range of industries to improve their competitiveness through a deeper understanding of the value of their offerings and develop greater confidence in getting the price they deserve. With our proprietary analysis and focused counsel, clients have achieved dramatic business results:

$65m revenue improvement from one customer negotiation...

As part of our advisory work with a Financial Services client, a Sales team was having issues building the confidence of the sales director to hold on price in a negotiation with a large and important customer.  During a coaching call with Holden Advisors, the team discussed the imperative for the company to not negotiate away their margin knowing the client was playing poker.   The team laid out an action plan that prepared them for the conversation with the customer.  The customer accepted the terms and the net revenue from that customer increased more than $65 million over the term of the contract.  

120% increase in profits...

An industry-leading online elder care referral service wanted to implement a price increase, but was still dealing with the repercussions of a badly executed price increase two years prior. Holden Advisors was asked to create a comprehensive price increase plan that would create confidence in sales to defend the price increase and maximize the price increase yield, but also retain customers. Holden completed a detailed stakeholder analysis to anticipate internal and external objections, defined key value response messages, and tailored training for all customer-facing roles. The client successfully raised prices, resulting in a 120% increase in profits while retaining 98% of its customers.

Procurement backed off...

A premium global translation services company had been battling extreme market commoditization by competitors offering a much lower level of quality.  Holden Advisors conducted a Negotiating with Backbone training with sales executives to gain alignment and begin to build a new sales process.  Results were seen almost immediately.  Procurement attempted to renegotiate an expired MSA to reduce pricing by 27%.  Although tempted to keep the revenue, the seller stopped the project and insisted that the real users intervene to stop the procurement games.  Procurement backed off and the project proceeded as previously quoted without discounts.

$8M in profits...

In the same global translation services company as above, the value of increasing time to market was calculated with publicly available data for a client issuing an RFP.  Thru innovation and process improvement, sellers figured they could cut product documentation by more than 50%, speeding up time to market.  The value of which was more than $8M in profits for the customer.  The team won the business at a higher price than competitors because they were able to demonstrate the financial value of their solution.

Creating alternatives to discounting...

A premium brand data company has been suffering from common issues: shrinking margins, lack of protocols to determine which deals are worthy of pursuit, widespread discounting with few alternatives, underleveraged yet differentiated products. With overwhelming agreement to proceed, Holden Advisors conducted a Negotiating with Backbone pilot training session to lay a foundation of skill for select sellers.  Sellers are now reviewing qualifying data with sales managers to determine smart deal pursuit, analyzing buyer behavior, applying effective strategies and tactics based on buyer behaviors, and creating alternatives to discounting. 

Margins tripled...

The software division of a large financial services company had developed exceptionally high value products and services, but was suppressing prices in order to sell against much lower-value competitors. We quantified the offering’s value to its customers, structured offerings to protect the high-value elements, and developed a methodology for setting and raising prices. After 18 months, revenues had grown more than 80% and margins had tripled.

Quarterly revenues rose 17%...

A high-tech manufacturer, unable to precisely track deal results or competitor behavior, responded to market pressures with regular quarterly discounts. Our analysis helped the client launch a simpler pricing system, new incentives, and other strategies that ended quarterly discounting. In the 12 months following our study, the quarterly revenues rose 17% and operating income rose over 37% - over $300 million per year.

Income grew over $450M...

A client was locked in a fierce battle with a single industry rival, causing it to miss revenue goals and resort to price discounts to close major deals. We provided the rules and methods for adjusting prices deal-by-deal, and suggested special pricing for high-value products. Within 12 months, the client’s operating income turned positive and grew by over $450 million.

Self-sufficient in price offerings...

A hardware/software integrator needed a product offering and pricing strategy for its innovative new software system. We led a series of analytical workshops to design offering packages, pricing strategy, and value messaging that enabled them to become self-sufficient in structuring and pricing offerings.

Dramatically lower gray market losses...

A manufacturer wanted to rein in sales of its product through unauthorized, or gray market, channels. We discovered how pricing practices were contributing to gray markets, and generated new pricing, channel management and rebate practices to dramatically lower gray market losses.

Premium-priced strategy...

A leading international company was poised to launch a new product into a multi-billion dollar – but rapidly declining – medical device market. Despite having strong entrenched competitors, senior managers had committed to a large share of the market with the investment community. We advised the firm on using a premium-priced strategy instead, building strong value messaging and training the sales force on how to sell value.

Helped sales defend value...

A large supplier of car and truck rental services was facing increasing involvement of procurement and competitive price pressures who were willing to win business at lower prices and use signing bonuses to buy market share. These challenges created an environment in which Sales fell increasingly commoditized. By quantifying the financial value of the client’s offering and the different needs of the buying center, Holden Advisors was able to put together a training program that helped sales defend their value and prices from procurement and competitive pressures.