Our client is a mid-tier professional services firm in a highly competitive market. They found it difficult to compete against premium firms because they lacked scale and brand to be awarded major projects.
The common view within the firm was they needed to compete on price because they were weaker in other areas. Client research told them they were regarded as highly cost competitive, for which their management suspected ‘cheap’.
The firm was looking for a way to kick-start a greater focus on pricing, while simultaneously build partners’ competence and confidence in pricing.
Positive Pricing was given a tight brief to help this firm improve their pricing performance.