Pricing and profitability have remained two constants for leadership teams. Increasingly marketing and BD is at the heart of those discussions. But how confident are your pricing strategies? Stuart Dodds offers three steps to more confident pricing.
Marketing and BD teams, regardless of our specific area of expertise, have a key role to play in the pricing conversations our firm has with our clients. In fact, many will already be actively involved in pricing-related discussions within your firm and with your firm’s clients – whether doing so consciously or not.
However, pricing fills many of us with a sense of dread, often driven from previous (negative) experiences or a lack of confidence in supporting the pricing conversation. And it is the last point which is key – that of confidence.
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