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Consulting

Our approach to consulting is rigorous, data driven, and practical

We combine in-depth qualitative and rigorous quantitative analyses, focus on buyer decision logic and processes – not just value analysis – and deliver practical solutions that can be implemented in the real world. Also, our partners do the work.

We approach each assignment in four phases:

1. Understand

  • What is the market and competitive context?
  • What is your corporate or divisional vision and strategy?
  • What is the current pricing situation?
  • How well does the current pricing strategy/ approach meet corporate needs?
  • How does it compare to benchmarks/market norms?
  • Does it capture the full value of the offering?
  • Is it flexible to adapt to changing market conditions?
  • How well is the pricing approach being implemented? Is there a process?
  • Who is in charge of pricing?

Tools:

  • Segmentation Maps
  • Bundle Configurator
  • Customer Risk Model
  • Discount Scorecard
  • Introductory phases of adoption model
  • Offer configuration “wizard”

2. Analyze

  • Where are the monetization and value capture opportunities?
  • What is optimal price segmentation?
  • Where is the value? What about the value of brand?
  • How does it compare to competition?
  • What are the price drivers?
  • What is the optimal offer configuration?
  • What is the best unit of measure?
  • What is the demand curve in the market?
  • Are there any “quick hits”, such as surcharges or monetization of intellectual property?

Tools:

  • Quantitative customer database analyses
  • Advanced analytics such as multi-variant regression
  • Price-value mapping
  • Price-driver analysis
  • Demand curve
  • What-if scenario planning

3. Solve

  • Optimal price strategy
  • Segmentation
  • Offer configuration/pricing
  • Price Structure
  • Price engine/level
  • Discounting strategy
  • Monetization options
  • Life-cycle strategies
  • Financial impact
  • Risk analysis

Tools:

  • Segmentation Maps
  • Bundle Configurator
  • Customer Risk Model
  • Discount Scorecard
  • Introductory phases of adoption model
  • Offer configuration “wizard”

4. Implement

  • Implementation and process planning
  • Communication
  • Organizational/compensation changes
  • What needs to be observed/measured/responded to on an ongoing basis?
  • Information transfer mechanisms to ensure this happens
  • Beta Testing
  • Roll-out phasing

Tools:

  • We will design and build custom processes and tools to fit your particular business needs

Working Together

Our clients typically choose to engage us in one of two ways:

By project

Basis for a project-based engagement is a detailed written proposal, including Objectives, Approach and Work plan, Deliverables, Team, Timeline, and Fees. We bill on a time-and-materials basis and usually quote a fixed price for a project. Our rates depend on the kind of work, scope of assignment, location, and which individuals are involved.

Retainer

If ongoing support is needed or management wants to have access to our partners on an ad-hoc basis, we are happy to structure a retainer arrangement. Fees depend on level of involvement and expected time spent.

Please call us if you need other arrangements, such as Interim Management solutions.

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