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ALL INSIGHTS

Article

Pricing in a pandemic: Navigating the COVID-19 crisis

– Demand is volatile right now, creating a variety of pricing challenges. Companies that focus on long-term value rather than short-term... gain are best positioned to meet them.
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How analytics can drive growth in consumer-packaged-goods trade promotions

– Consumer-packaged-goods companies seeking better results from trade promotions need a five-step strategy to upgrade their analytics.
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Pricing: The next frontier of value creation in private equity

– Few PE firms systematically focus on pricing transformations, though such programs can create substantial value. Here’s... how pricing value can be captured at any stage in the deal cycle.
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Pricing: Distributors’ most powerful value-creation lever

– With new digital capabilities, distributors are finding that pricing can do more than traditional margin-expansion methods to... create new value.
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The commercial response to cost volatility: How to protect margins against inflation and tariffs

– For companies that respond strategically, input-cost increases can be an opportunity to restructure pricing, upgrade sales skills,... and improve account management.
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Megadeals: How data and analytics can dramatically boost success

– Megadeals are tricky and so rare that companies think there’s not enough data to be useful. But the data isn’t as... scarce as they think.
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What really matters in B2B dynamic pricing

– Companies that succeed at analytics-based pricing build a strong foundation—and include their salesforce in developing it... from the start.
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Master the challenges of multichannel pricing

Retail customers may accept different prices on different channels.... But are retailers ready to manage the complexities?
Article - McKinsey Quarterly

Landing the megadeal: Seven keys to closing big sales that make money

– Your salesforce needs help to remain objective, build trust, get the price right, and keep selling until the deal is done.
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Back to basics: Creating value through superior products

– Revitalizing product development is an unexplored lever for most private-equity firms.
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Three steps to unlock growth with smarter pricing

– Consumer goods companies can change the pricing conversation with retailers by thinking first of the consumer.
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