“If all you talk about with customers is price, there is no price low enough for them.”

Reed Holden & Mark Burton

Pricing Strategy

We assess your customer markets and segments, competitive environment, and the firm’s ability to leverage its operation  to identify opportunities that maximize revenues and profits. Our strategies help  launch innovative new products, enter new market segments, and navigate changes in the competitive landscape.

• Competitive strategy development
• Researching and quantifying  customers’ financial value 
• Segmenting customers to align products, services and bundled solutions
• Setting and managing pricing strategy throughout the product lifecycle
• Pricing innovation and adoption

Pricing Process & Execution

Holden pricing processes are tried and true processes used in some of the world’s best-in-class pricing organizations.  Our work improves price realization and control, shortens quote response times, reduces internal conflict about pricing, and ultimately, grows your bottom-line.

• Evaluation of pricing process against best practices
• Calculation of business case support for change
• Tool development to improve discounting guidance and pricing governance
• Support for selecting a technology partner
• Selling with Confidence workshops for sales and pricing

Sales Force Effectiveness

We believe that the moment of truth for pricing’s success happens in the field, when the salespeople negotiate with customers.  In building a comprehensive skill set for your enterprise, we will focus on the transactional elements of pricing  for your largest customer contracts.  We will help you to brand new accounts and ensure that the team in the field is equipped to  show quantifiable value, defend prices, and drive profits.

• Customer value research and Case ROI™ development
• Strategic account price and negotiation planning
• Advisory on preparing for a competitive bid
• Selling with Confidence Workshop: How to prepare for tough negotiations with procurement

Realizing Change

Pricing  initiatives and new negotiation techniques change the way to go to market and talk to your customers. Holden Advisors is committed to client improvement, at the foundation of which is organizational change.  Our consultants help you manage risk,  ensure change sticks, and measure sustainable profit improvement.

• Executive coaching for driving change through the functional teams
• Cross-functional training and role playing
• Driving adoption throughout implementation