  AMR Research, Inc.'s research has demonstrated that improving pricing practices can help companies increase profitability and recover costs. To help ensure the success of a new pricing initiative, companies must identify areas of opportunities, analyze the risks and challenges, and realistically map the time to value. This report is a how-to manual for building a strong business case for pricing improvement initiatives.
In this down economy, improving pricing practices through price improvement initiatives is essential to protecting eroding margins, recovering costs and pruning unprofitable business. Companies should answer the following five questions as the foundation for their business cases pricing initiatives: - What benefits can I expect with improvements in pricing practices?
- What specific organizational changes must occur to achieve the benefits?
- What are the costs and risks associated with the pricing initiative?
- How will success be measured?
- What is the right order and combination of process and technology efforts required?
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