Commercial Fire & Life Safety Provider
From Decentralized Decisions to Pricing Discipline
Estimated ~$8M in pricing impact
Unlocking Consistency Across a Complex Branch Network
Implemented centralized pricing and contract price management across branches.
A fire and life safety provider needed to bring greater consistency to pricing and quoting across its branches. Pricing decisions were highly decentralized, with inconsistent tools, limited governance, and uneven application of key pricing drivers. The team assessed current practices, consolidated pricing methods into a centralized platform, and integrated a quoting application to improve accuracy, control, and visibility across locations.
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situation
Branch-Level Pricing Autonomy Created Inconsistency
Decentralized decisions and uneven tool usage led to weak governance and execution leakage across locations.
- Regional branch locations
- Highly decentralized where pricing decisions are made at the branch level
- Inconsistent use of spreadsheets and pricing/quoting tools
- No standardized approach to key pricing drivers (margins, markups, fees, minimum hours)
- Limited pricing governance and controls
- Desire to standardize pricing and quoting practices across branches
- Historical pricing initiatives had minimal impact due to execution leakage
- Branch-level change fatigue from recent ERP implementation
Approach
Centralized Pricing Approach
Centralized tools improved control, consistency, and visibility
- Conducted a comprehensive assessment of existing pricing processes, tools, and practices, as well as historical price realization
- Consolidated branch-level pricing methods into a centralized pricing management platform with built-in controls, standardized labor rates, target margins, and fees
- Developed and integrated a quoting application within the platform to capture and analyze quote data, and improve consistency, accuracy, and pricing visibility across all locations
- Reviewed contract pricing and provided recommended adjustments
Centralized Pricing Management Platform
Improved pricing consistency, governance, and visibility across branches
Key Takeaways
- Centralized pricing management platform enables the team to manage, review, and adjust pricing recommendations and quoting within a single interface, including a built-in approvals process
- Pricing is managed in a secured tab within the management platform
- Updates automatically flow through into pricing recommendations
Contract Pricing Review
Reviewed existing contracts to uncover pricing leakage and adjustment opportunities
Overview
- Centralized contract database
- Review facilitated through INSIGHT tools
- Recommended increase covers both leakage recovery and upcoming price increases for budget goals
Impact
Greater Visibility, Stronger Pricing Control
Centralized tools enabled consistency and control supporting stronger pricing execution
~$8M
In estimated pricing impact
Centralized pricing management platform
Standardization and governance across branches
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