In the last decade, buyers have become increasingly sophisticated and determined in their quest to reduce costs and maintain competitiveness. In this environment, many companies are failing to address the growing challenge and adopting an approach to pricing that focuses on sales volumes at the expense of profitability and that lacks the coordination, discipline, market intelligence and rigor needed to maintain margins.

The good news is that these businesses have a huge economic opportunity in front of them because pricing is one of the most effective levers on profitability. In this Executive Insights Senior Partners Aubry Pierre and Remy Ossmann set out their Five Pillars framework, an integrated and holistic model developed to help companies transform their pricing strategy and delivery processes, enabling them to become more profit-focused in their approach.

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