Using a Cost-Plus Mindset to Your Advantage

How One Company Improved Profitability Without Changing Their Team's Cost-Plus Pricing Behaviors

In a B2B environment, an entrenched cost-plus mindset can be a huge obstacle when people get into the habit of using a flat percentage markup to set or quote prices, with no regard for the nature of the product, the needs and values of the customer, or the circumstances of the deal at-hand. In this case study, you will learn about:

• Devising a strategy when your back is against the wall and the "right way" just isn't an option
• How effective pricing can be a secret weapon when you need to increase revenue and margin
• An unusual way to "trick" a sales team into pricing better without the resistance and pushback
• The right and wrongs ways to deal with internal politics and weak senior management teams