Tracking Pricing Effectiveness
Every company should have a set of pricing metrics that measure the financial and operational health of pricing across the business. These metrics may include simple data, such as the average selling price, discount, and margin for key products; operational data, including the number of pricing exceptions and win/loss percentages; and special measures to track the progress and impact of specific pricing initiatives. Best-practice companies … [ Read more ]
Author: Walter L. Baker | Source: “Building a better pricing infrastructure” | Original Publication: The McKinsey Quarterly | Subject: Pricing