Case Study: Strategic Pricing Framework
Is your pricing strategy delivering maximum margin and revenue?
Drove 4.1% margin growth through a standardized pricing framework that optimally accounted for high complexity, regional variances, and sales performance.
The Challenge
A nationwide large-scale infrastructure provider struggled with suboptimal data that made it difficult to manage their high level of complexity across numerous locations, end-markets, service lines, customers, and projects. While general margin targets existed by region, pricing decisions were often made independently at the location or salesperson level, making it challenging to implement a centralized, standardized pricing strategy due to regional and project-based variations.
The Solution
INSIGHT designed a strategic pricing framework aligned with market segments, technician specialization, and job requirements to set target margins. We then integrated margin guidance into the business’s existing pricing tools via API to minimize disruptions for the sales team, which helped cultivate a “pricing culture” based on credible recommendations. We stood up a centralized dataset for ongoing analytics that provide a reliable feedback loop, ensure continuous improvement, and support performance management.
