We delivered $85M to a business services provider with widespread unprofitable behavior.
A national billion-dollar business services provider had a culture of “win every order” where local sales teams had the autonomy to make manual pricing decisions. This resulted widespread unprofitable behavior, gaps in the quoting process, wide price variation, and customers not being charged for ancillary services.
First, INSIGHT developed and codified a centralized market-relevant list and discount pricing algorithm that accounted for local market and customer dynamics. Then, we:
- Integrated the algorithm and workflow into the business’s quoting system
- Led a national rollout and change management playbook
- Deployed a deal desk for central decision-making
- Established KPIs, analytics, and a feedback loop for continuous improvement
Last, INSIGHT leverages machine learning capabilities to enhance price recommendations ongoing for profit optimization.