Memecast #44: Fulcrum

<p><span data-contrast="auto">As pricing professionals, we really need to be the logical part of the business.</span></p> <p><span data-contrast="auto">Our product lines, they really want higher prices. Sometimes they become emotionally involved with their products and they think that they're worth a ton - and they probably are. </span><span data-ccp-props= "{}"> </span></p> <p><span data-contrast="auto">Have we explained the value to the customers? Are we able to capture all those higher prices? </span><span data-ccp-props="{}"> </span></p> <p><span data-ccp-props="{}"><strong>"<span class= "TextRun SCXW215751338 BCX0" lang="EN-PH" xml:lang="EN-PH" data-contrast="auto"><span class= "NormalTextRun SCXW215751338 BCX0">We pricing professionals are the fulcrum of the business. Product lines want higher prices, sales want</span><span class= "NormalTextRun SCXW215751338 BCX0"> lower prices.</span></span> <span class="EOP SCXW215751338 BCX0" data-ccp-props="{}">" - Mark Stiving</span></strong></span></p> <p><span data-contrast="auto">And what we want to do as pricing people is make sure we understand whether or not we're communicating value well to the marketplace.</span></p> <p><span data-contrast="auto">And if we're not communicating value, maybe we're discounting so that we can at least win some business. </span><span data-ccp-props="{}"> </span></p> <p><span data-contrast="auto">So we're almost like the dispassionate referee. We're trying to say, hey, it makes more sense for us to price this way if we want to maximize profits. </span><span data-ccp-props="{}"> </span></p> <p><span data-contrast="auto">On the other hand, salespeople, customers too, what lower prices. Salespeople have prices, one of their tools to close a deal. When a customer asks for a lower price, it's easy for sales to come back inside and ask us for lower price.</span><span data-ccp-props="{}"> </span></p> <p><span data-contrast="auto">Again, we need to be that dispassionate referee. Have we truly explained the value to the customer?</span></p>