Foundational Thinking

Holden Advisors applies its exclusive approach — Value Discipline^SM — to help you transform your organization into one that can price with confidence.

The Value Discipline takes into account both the quantitative and qualitative factors that influence pricing effectiveness:

• Organizational tension such as miscues between Marketing and Sales about pricing or pressure to make today’s numbers at the expense of tomorrow’s goals.

• Competitive actions such as rolling out flanking products, bundling products, or providing discounts.

• Shifting customer demands for value within markets and segments, right down to the after-effects of a new product entry.

• Pressure to rationalize offerings and match their value to specific market segments.

• Fear that too high a price may lead to lost accounts and declining share.

Addressing all these factors, we help you build the foundation—the discipline—for a more confident approach to pricing. It gets you on the path to pricing confidence, moving from your current methods to effective, value-based pricing.

What does Value Discipline do?

• Uncovers and quantifies value by analyzing key market and customer data.

• Recommends how to structure and price your offerings.

• Optimizes your offerings for specific market segments and buyers.

• Fine-tunes how your offerings are positioned in the marketplace and helps you respond to competitors’ pricing strategies.

• Enables your pricing strategists and negotiators to better communicate the unique value your offering delivers to the customer.

• Provides tools and tactics to manage price and deliver greater profits.