Pricing Strategy Consulting | L.E.K. Consulting

Pricing may seem straightforward — but it’s often one of the most complex and powerful levers in your business. What’s the right trade-off between price and product value? How do you isolate true price elasticity from competitor noise like discounts and promotions?

Getting pricing right can be the single biggest driver of both revenue and margin. Yet the path to optimal pricing looks different for every business — and every industry.

More than a number — A strategic growth lever

Whether you’re selling software or soft drinks, pricing is tightly linked to your product strategy. You need to decide how many versions to offer, how to bundle them, and how to set prices that maximize total profit — not just unit sales.

L.E.K. believes pricing decisions should start with your customer. What do they need? How do they behave? And how well do your offerings meet those needs? We work with you to build pricing strategies that align with your broader product, sales, marketing, and finance goals — and earn buy-in across the organization, from front-line sales to the C-suite.

We combine deep industry knowledge with a proven pricing toolkit to help you move with clarity and confidence. Our approach includes:

In-depth diagnostics to identify your pricing opportunities
Industry-specific strategies rooted in customer behavior and market dynamics
Practical execution support, from pilot to rollout, including change management and operating model design

Whether you need an end-to-end pricing transformation or focused support on a specific challenge, we’ll help you grow your profit pool and maximize customer lifetime value.

Discover more about our pricing work by industry:

Practice Areas

How we help

L.E.K.’s Pricing & Revenue Optimization practice works with clients across three phases: Diagnostic, Strategy and Enablement (click below to learn more)

We can help you develop and execute pricing strategies across a range of different industries and contexts. That includes pricing to consumers/customers, to retailers and more, and doing so in particular channels and value chains. We do this by establishing the links between pricing and the attributes valued by different strategic segments. As part of this process, we can:

Clarify the market and competitive dynamics that affect pricing decisions
Determine which attributes of a product or service deliver value
Ascertain what goes into the cost of a product or service to ensure that price structures deliver the required levels of profit contribution
Model the effect of a given price on profit and/or volume
Identify improvements in the way prices are set and delivered to the marketplace
Compose a process for consistently enforcing pricing policies
Create processes, governance and incentives to focus the sales force on contract and account profitability
Match pricing with the value that the customer expects to receive
Uncover causes of margin leakage by analyzing historical sales data at the transaction level
Link pricing strategy to product portfolio management
Develop integrated pricing strategies across channels
Design analytical tools to sustain improved pricing capabilities for the long term
Support the implementation of a pricing program

Your benefits

A clearly defined pricing architecture and, where applicable, approach to yield and/or revenue management
Greater understanding of the value attributes that should be communicated to each customer segment
Optimized margins or market share
Improved profit and volume predictability
Greater insight into transaction, customer, segment and channel profitability

Contact us for more on how L.E.K. can help you use pricing to improve your profits and customer lifetime value.