tag:blogger.com,1999:blog-4279845366616399597.post1596657049145391645..comments2023-08-24T11:24:44.949-04:00Comments on The Power of Pricing: Small-scale success breeds large-scale resultsMichael Davishttp://www.blogger.com/profile/15245723895274099048noreply@blogger.comBlogger1125tag:blogger.com,1999:blog-4279845366616399597.post-31430137116984816922011-04-18T10:29:14.261-04:002011-04-18T10:29:14.261-04:00Comment/question from LinkedIn: "Hi Michael, ...Comment/question from LinkedIn: "Hi Michael, nice blog :) <br />What do you mean by "#1 pricing work flow" ? <br />I could imagine that you mean what factors influence price for each BU... but i'm not sure... <br />Thanks for the extra info! <br /><br />We haven't implemented anything in the line of pricing software yet, but we're getting ready to start considering our options. First, we need to clarify for ourselves what we would want out of it, and whether it would be worth the investment... " - Nicolene Barnard<br /><br />They went through exactly what you are mentioning you are about to embark on... clarifying what exactly they want out of the software. In my 15+ years of IT-related projects, the worst question that can be asked is typically (to a power user), "what do you want [the software] to do?" You will get 1,000 disparate answers! However, this is exactly what needs to be done. This company that I referenced did just that, but indirectly. Instead of asking what users wanted, they asked for the "most important pricing work flow" - in other words, "what process do you follow to get prices out the door 95% of the time?" they attempted to limit this to one, but did get several responses back per BU (on the average, ~5-6), which was expected. Out of these, they combined the similar processes into a higher-level, more general process that was still applicable. This helped narrow down the "wants", but at the same time allowed each BU to provide input and subscribe to the desired end-state.Michael Davishttps://www.blogger.com/profile/15245723895274099048noreply@blogger.com