Are Pricing Consultants Worth the Price?

摘要

Lee Nyari's article in this issue, Deciding Your Path to Pricing Success, describes two distributors that took different approaches to successful margin improvement projects. In these examples, both companies relied on outside consultants. I've seen similar stories of success - but also know of some engagements where very reputable pricing consultants have worked with good distributors and the pricing projects have either produced little benefit, or the entire approach was unwound after it was implemented.