• Stratence Partners

Pricing Strategy & Commercial Execution: Global Transformation of a Service & Repair Business

Introduction To Stratence Partners. Cross-Industry Expertise & Selected References

  • Developed and acquired deep expertise by partnering with leading Organizations across many Industries

  • Applies Thought-Leadership and Cross-Pollination to help the Organizations to outperform the competition through innovation and disruptive Best-Practices


Case Study: Oil & Gas Industry


Problem statement

  • Industry inherent challenges to price their unique creations, i.e., unique flavors tailored to meet each multinational client’s market need

  • Industry heavily impacted by commodity prices (vanilla, citrus…), volatile raw material costs

  • Increasing Client Procurement pressure from professionals heavily trained to push price down

  • Sales Teams poorly equipped to defend their prices during challenging negotiations with Procurement Teams

  • Cost plus mindset


Diagnostic

  • Complete review on “as is” ways of working & capabilities, benchmarked against our World Class model

  • Delivered highly insightful new pricing analytics

  • Got 100% of commercial stakeholders excited about the uncovered opportunities and new Strategy

  • Got Top Leadership buy-in of the new Strategy & Roadmap


Implementation

  • Pilot in two countries, before scaling up globally

  • Empower the Sales Teams to better price their offers


Business impact

  • US$8M profit gain uncovered across US$189M sales

  • Bought-in by both the Commercial and Senior Leaders


Specific Industry Expertise, Business Cases and References available on demand