Best
Practices For
Managing Bespoke Pricing
Watch This Masterclass
Contents: Who Am I, 1.Company Structure, 2.The Prep, 3.Simple Requests, 4.Return Dates, 5.Presenting Quotes, Summary, Q&A.
Tip: You can also use your keyboard arrows
Andy Hunter
About me
- Thrill seeker
- 18 years in the industry
- 13 years working for TPIs
- Co-founded UtilityClick 5 years ago
- The elephant in the room
(we sell a CRM)
Consider your company structure
1.
- Right people in the right places. Sales sell / Admin administrate.
- Make sure good processes are in place for the flow of requests between teams.
- What systems do you have in place to help you with pricing?
2.
- Up to date list of sites, meters, accounts and contract end dates.
- Complete market analysis with your customers.
- Get “commitment” prior to issuing the pricing requests.
It's all about the prep
Make your pricing requests simple
3.
- Suppliers struggle with pricing. Don’t give them an excuse to mess up.
- Minimise changes to the request once it’s gone out to suppliers.
- Keep it as clean as possible – start dates / company structures etc.
4.
- Will the customer decision-maker be available?
- Do you have availability in your team to manage the pricing requests?
- Avoid Monday’s and Fridays!
Consider carefully your pricing return dates
Presenting your quotes
5.
- Have a set time to present quotes to your customers.
- Check, check, check!
- Consider your customers “commitment” requirements to help with sign down.
That's All Folks
In Summary
- It’s a team effort
- Make it as easy as possible for suppliers to price.
- Know your customer and prepare your price presentation accordlingly.
- Diligently prepare your pricing exercise, it will pay off!
- Carefully choose the date that pricing will be returned.
