Supply Chain Crisis: Defining Better Pricing Principles for B2B Companies

As 2023 quickly approaches, many B2B companies are still experiencing the effects from the supply chain crisis that has defined much of 2022. Impacted by labor shortages, production gaps, and logistical bottlenecks, purchasing departments have had to significantly change their order behavior to overcome extraordinary supply chain disruptions.

Purchasing departments are outsmarting sellers

Many B2B companies reacted too slowly to the crisis, as their customers’ purchasing departments looked to secure supply. Two clients approached us facing challenges from changing buying behavior over the past few months:

• An Australian engineering firm found its monthly order book had increased fourfold compared to six months prior
• A major international ingredients company had committed its entire volume for the year ahead to orders placed in the first month of the year

As their customers attempted to de-risk their own supply…