Overcoming Roadblocks to Collaborative Pricing
Effective price planning, setting and management are not solely up to
the pricing group. It is a collaborative process that depends on many
other stakeholders within the company. With a collaborative pricing
process, these stakeholders can more readily accept and use the
recommendations of the pricing group.
This article discusses the four major barriers to achieving a
collaborative process. The article also explores ways to overcome
barriers through technology that incorporates a process framework,
consistent information, a familiar Excel interface, collaborative
analysis, and the ability to manage and share assumption changes.
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