Setting up a pricing organization: Do you have an effective pricing team?

B2B companies are facing several economic uncertainties, including inflation, decrease of volumes, and increasing pricing pressure, which makes having an effective pricing team more imperative than ever. 

How to build an effective pricing team 

When it comes to building an effective pricing team, there are many aspects to consider. These can be allocated to three key dimensions: Purpose, place, and people.

Purpose 

The requirement to have a clear purpose addresses two questions: how centralized should the pricing team be, and what responsibilities should it be given? The combination of both questions results in four different archetypes:

Finding the right approach requires a structural assessment of the business dynamics at play. For example, a volatile, transactional business with a relatively homogenous portfolio will benefit from a team that has…