- Reactively attempting to control latest flare-ups and lost deals
- Sales team ‘saves the day’ by reacting quickly to demands, dominating pricing decisions and relying on the experience of a few individuals
- Unsustainable ad-hoc process with lots of paperwork and re-work
- How best in-class companies are managing pricing
- Developing the route map for profitable pricing
The way out of fire fighting is to gain control of pricing, moving to proactive decision-making.