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id="skipToMain"><div class="mck-o-container-universal-header" data-layer-region="hero"></div><div class="mck-o-container mck-o-container__area-c"><div class="mck-o-container--wrapped mck-o-container--mobile-spacing"><div class="mdc-u-grid mdc-u-grid-col-1 mdc-u-grid-gutter-xxs mck-o-container-universal-body"><div class="MainContent_mck-c-main-content__LXaV9"><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients" class="MainContent_mck-c-main-content__breadcrumb-wrapper__fULDb mck-u-screen-only mdc-c-link___lBbY1_2734c4f mdc-c-link--secondary___TSFam_2734c4f"><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mdc-c-icon--size-sm___2FLYH_2734c4f mck-arrow-left-icon"></span><span class="mdc-c-link__label___Pfqtd_2734c4f"> How We Help Clients</span></a><main class="mdc-u-grid mdc-u-grid-col-1 mdc-u-grid-col-md-12 mdc-u-grid-gutter-xxl MainContent_mck-c-main-content__wrapper__26jQ9 MainContent_mck-c-main-content__wrapper--is-breadcrumb__AD9qu"><section class="MainContent_mck-c-main-content__area-a__0aIMr mdc-u-grid-col-md-span-8"><header data-component="mdc-c-header" class="mdc-c-header"><div class="mdc-c-header__block___i1Lg-_2734c4f"><h1 data-component="mdc-c-heading" class="mdc-c-heading___0fM1W_2734c4f"><div>Pricing</div></h1></div></header><div data-component="mdc-c-description" class="mdc-c-description___SrnQP_2734c4f"><div class="MainBody_mck-c-main-body__text-content__FWDRc mck-u-links-inline mdc-o-content-body"><p class="lead">We help clients significantly increase and sustain profitability by building capabilities for superior pricing and margin management.</p> <p>Small changes in average price can translate into huge changes in operating profit—to the benefit of a company when average price goes up, and to its detriment when average price goes down. We believe that sustained above-market growth comes when granular pricing analytics deliver credible insights with easy-to-use tools to the front lines. While we work with our clients to develop effective pricing strategies and unlock pricing opportunities, the majority of our focus is spent on building the right set of capabilities and management conviction to implement and sustain the gains. We take a “strategy before structure” approach by identifying what needs to be done and then working with the client to build out the tools, people, and systems to do it.</p> <p>With this approach, our clients have improved their return on sales by 2 to 7 percentage points or more within 1 year, and sustained that growth over the long term.</p> <p>Our “fully loaded” service incorporates a complete package of skills and assets to support clients with any pricing issue: proprietary benchmarking and data-driven insights, enterprise quality software that combines McKinsey knowledge and client data to provide tools for frontline managers, proprietary training approaches and e-learning tools to support long-term implementation, big data and advanced analytic models and tools to capture and sustain the gains.</p>  <h2>What we do</h2> <p>We help clients turn pricing into a sustainable profit engine by:</p> <ul> <li>Discovering the real value of each product for each customer segment in order to set the best prices. We develop tools that process big data to uncover pricing opportunities at the most granular levels to identify patterns and size opportunities. That includes identifying transaction level insights on sources of leakage to help clients make rapid changes that “ring the cash register” quickly. </li> <li>Designing market strategies based on a deep understanding of how pricing is connected to the business’ goals and what competitive pressures are affecting the market. </li> <li>Delivering prices to the marketplace through an infrastructure that incorporates processes, organizations, systems and tools, and performance-management approaches that are relevant to the business. The greatest tool in the world won’t help a company that doesn’t have the people and processes to act on what the tool provides. For this reason, we take special care to connect all the elements of the pricing function with the business and the sales people on the front lines. We provide the training, tools, and capabilities for our clients so they can sustain their growth over the long term. We have established capability-building centers, for example, for on-site training, and have a dedicated implementation group that works side by side with our clients to help put recommendations and programs into the field.</li> </ul> <h2>Examples of our work</h2> <ul> <li>trained 200 executives on how to deliver pricing impact, size opportunities, and use metrics to capture an 11 percent return on sales across the business</li> <li>helped an industrial supplier standardize discount terms and conditions, and increase price on low-volume products, leading to a 5 to 7 percent return on sales</li> <li>created $400+ million of incremental operating income by developing tailored price targets across brands, geographies, channels, and packages for a consumer-goods company</li> <li>increased a retail bank’s product revenues by 14 percent by adjusting its approach to fees and waivers</li> <li>worked with a consumer-goods manufacturer to increase frontline management of the price “pocketed” from each transaction, leading to an 8 percent increase in return on sales over 3 years</li> <li>helped a railroad establish a new competitor-price intelligence system that provided a more rigorous, market-by-market analysis of each transaction. These insights allowed the client to increase average price per transaction, leading to a $600 million increase in return on sales</li> </ul> <h2>Featured capabilities</h2> <p><a href="/capabilities/growth-marketing-and-sales/solutions/periscope/overview">Periscope</a> platform combines world-class intellectual property, prescriptive analytics and cloud-based tools with expert support and training to drive revenue growth and improve decision making. By uncovering actionable insights and helping companies to optimize their Marketing and Sales operations, Periscope delivers a 2–7 percent return on sales.</p> <p><a href="/capabilities/growth-marketing-and-sales/how-we-help-clients/dynamic-pricing">Dynamic Pricing</a> is an approach for e-commerce retailers that combines advanced analytics and pricing insights to get the best price every time. We have a proven track record of improving sales growth 2 to 5 percent and margin growth 5 to 10 percent.</p> <p><a href="/capabilities/growth-marketing-and-sales/solutions/periscope/solutions/b2c-pricing-solutions">Pricing Solutions</a> built on Periscope Platform helps companies to build and deliver sustainable, dynamic, and competitive pricing capabilities across their organization. It also provides end-to-end promotions management by analyzing historic promotions, conducting micro-marketing experiments, and simulating possible promotion tactics.</p> <ul> <li>Pricing solutions can help companies create 1.5% margin uplift with optimized pricing across channels, customers and regions and enables 10-15% trade spend effectiveness</li> </ul> <p><em><a href="http://www.mckinseyonmarketingandsales.com/the-price-advantage">The Price Advantage</a></em> was written by three preeminent pricing experts at McKinsey. This book provides executives with a leading-edge yet practical guide to identifying, capturing, and sustaining pricing gains.</p></div></div></section><aside class="MainContent_mck-c-main-content__area-b__1LkYh mdc-u-grid-col-md-span-4 mdc-u-grid-col-md-start-9"><div data-component="mdc-c-module-wrapper" data-module-theme="light" data-module-background="white" data-module-category="StandalonePromo" class="mck-c-right-rail-people mck-c-module-wrapper"><div class="mck-o-container"><div class="UpModule_mck-c-up__irSw8"><div class="UpModule_mck-c-up__header__OR_Vx"><h2 data-component="mdc-c-heading" class="mdc-c-heading___0fM1W_2734c4f mdc-c-heading--title___5qyOB_2734c4f mdc-c-heading--border___K8dj3_2734c4f UpModule_mdc-c-heading--title__4XbMT"><div>Featured experts</div></h2></div><div class="mck-c-up__content mdc-u-grid mdc-u-grid-col-sm-1 mdc-u-grid-gutter-xl mdc-u-grid--align-start mdc-u-grid-col-1"><div class="mdc-u-grid mdc-u-grid-gutter-lg mdc-u-grid-col-sm-1 mdc-u-grid--align-start RightRailPeople_mck-c-right-rail-people__generic-item__AGs_i GenericItem_mck-c-generic-item__sGwKL GenericItem_mck-c-generic-item--with-hover-effect__hmVy2 GenericItem_mck-c-generic-item--1by4__vpFeq"><div class="GenericItem_mck-c-generic-item__image__F_tIc"><div data-component="mdc-c-avatar" class="mdc-c-avatar-F6C39FA848DB4BD3973519A29AB57109 mdc-c-avatar___kVSTP_2734c4f mdc-c-avatar--image___levct_2734c4f mdc-c-avatar--size-3"><style> .mdc-c-avatar-F6C39FA848DB4BD3973519A29AB57109 { --mdc-avatar-size: 128px; } @media screen and (max-width: 480px){ .mdc-c-avatar-F6C39FA848DB4BD3973519A29AB57109 { --mdc-avatar-size: 64px; } } @media screen and (min-width: 768px){ .mdc-c-avatar-F6C39FA848DB4BD3973519A29AB57109 { --mdc-avatar-size: 96px; } } @media screen and (min-width: 1180px){ .mdc-c-avatar-F6C39FA848DB4BD3973519A29AB57109 { --mdc-avatar-size: 128px; } } </style><a href="/our-people/manish-chopra" aria-label="Manish Chopra"><img src="/~/media/mckinsey/our people/manish chopra/manish-chopra_new-headshot_988x741.jpg?cq=50&mw=480&car=1:1&cpy=Center" alt=""/></a></div></div><div data-component="mdc-c-content-block" class="mdc-c-content-block___7p6Lu_2734c4f mdc-u-grid-gutter-xs GenericItem_mck-c-generic-item__content__gq1m0 RightRailPeople_mck-c-right-rail-people__generic-item-content-block__5M8CI"><div data-component="mdc-c-content-block" class="mdc-c-content-block___7p6Lu_2734c4f mdc-u-grid-gutter-xxs"><h5 data-component="mdc-c-heading" class="mdc-c-heading___0fM1W_2734c4f mdc-u-align-center"><a data-component="mdc-c-link" href="/our-people/manish-chopra" class="mdc-c-link-heading___Zggl8_2734c4f mdc-c-link___lBbY1_2734c4f"><div>Manish Chopra</div></a></h5><div data-component="mdc-c-description" class="mdc-c-description___SrnQP_2734c4f mdc-u-ts-8 mdc-u-align-center"><div class="mck-u-links-inline">Senior PartnerNew York</div></div></div></div></div><div class="mdc-u-grid mdc-u-grid-gutter-lg mdc-u-grid-col-sm-1 mdc-u-grid--align-start RightRailPeople_mck-c-right-rail-people__generic-item__AGs_i GenericItem_mck-c-generic-item__sGwKL GenericItem_mck-c-generic-item--with-hover-effect__hmVy2 GenericItem_mck-c-generic-item--1by4__vpFeq"><div class="GenericItem_mck-c-generic-item__image__F_tIc"><div data-component="mdc-c-avatar" class="mdc-c-avatar-7C13A710AA404D4CB96650E6A99F86A9 mdc-c-avatar___kVSTP_2734c4f mdc-c-avatar--image___levct_2734c4f mdc-c-avatar--size-3"><style> .mdc-c-avatar-7C13A710AA404D4CB96650E6A99F86A9 { --mdc-avatar-size: 128px; } @media screen and (max-width: 480px){ .mdc-c-avatar-7C13A710AA404D4CB96650E6A99F86A9 { --mdc-avatar-size: 64px; } } @media screen and (min-width: 768px){ .mdc-c-avatar-7C13A710AA404D4CB96650E6A99F86A9 { --mdc-avatar-size: 96px; } } @media screen and (min-width: 1180px){ .mdc-c-avatar-7C13A710AA404D4CB96650E6A99F86A9 { --mdc-avatar-size: 128px; } } </style><a href="/our-people/stefan-rickert" aria-label="Stefan Rickert"><img src="/~/media/mckinsey/our people/stefan rickert/stefan rickert_3989_fc-mask_headshot_988x741.png?cq=50&mw=480&car=1:1&cpy=Center" alt=""/></a></div></div><div data-component="mdc-c-content-block" class="mdc-c-content-block___7p6Lu_2734c4f mdc-u-grid-gutter-xs GenericItem_mck-c-generic-item__content__gq1m0 RightRailPeople_mck-c-right-rail-people__generic-item-content-block__5M8CI"><div data-component="mdc-c-content-block" class="mdc-c-content-block___7p6Lu_2734c4f mdc-u-grid-gutter-xxs"><h5 data-component="mdc-c-heading" class="mdc-c-heading___0fM1W_2734c4f mdc-u-align-center"><a data-component="mdc-c-link" href="/our-people/stefan-rickert" class="mdc-c-link-heading___Zggl8_2734c4f mdc-c-link___lBbY1_2734c4f"><div>Stefan Rickert</div></a></h5><div data-component="mdc-c-description" class="mdc-c-description___SrnQP_2734c4f mdc-u-ts-8 mdc-u-align-center"><div class="mck-u-links-inline">Senior PartnerHamburg</div></div></div></div></div></div><div class="mck-c-up__footer"><div data-component="mdc-c-link-container" class="mdc-c-link-container___xefGu_2734c4f"><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/our-people" class="mdc-c-link-cta___NBQVi_2734c4f" aria-label=""><span class="mdc-c-link__label___Pfqtd_2734c4f">More people</span><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mck-link-arrow-right-icon"></span></a></div></div></div></div></div></aside></main></div><div data-component="mdc-c-module-wrapper" data-module-theme="light" data-module-background="white" data-module-category="StandalonePromo" data-module-gradient-position="top-right" class="mck-c-module-wrapper"><div class="mck-o-container"><div class="UpModule_mck-c-up__irSw8"><div class="UpModule_mck-c-up__header__OR_Vx"><h2 data-component="mdc-c-heading" class="mdc-c-heading___0fM1W_2734c4f mdc-c-heading--title___5qyOB_2734c4f mdc-c-heading--border___K8dj3_2734c4f UpModule_mdc-c-heading--title__4XbMT"><div>Impact Story</div></h2></div><div class="mck-c-up__content mdc-u-grid mdc-u-grid-col-sm-1 mdc-u-grid-gutter-xl mdc-u-grid--align-start"><div class="mdc-u-grid mdc-u-grid-gutter-lg mdc-u-grid-col-sm-1 mdc-u-grid--align-start GenericItem_mck-c-generic-item__sGwKL GenericItem_mck-c-generic-item--with-hover-effect__hmVy2"><div data-component="mdc-c-content-block" class="mdc-c-content-block___7p6Lu_2734c4f mdc-u-grid-gutter-xs GenericItem_mck-c-generic-item__content__gq1m0"><div data-component="mdc-c-content-block" class="mdc-c-content-block___7p6Lu_2734c4f"><h3 data-component="mdc-c-heading" class="mdc-c-heading___0fM1W_2734c4f mdc-u-ts-5"><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients/pricing-network-product" class="mdc-c-link-heading___Zggl8_2734c4f mdc-c-link-heading--with-icon___ssPll_2734c4f mdc-c-link___lBbY1_2734c4f"><span>Capturing the full value of innovation</span></a><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mck-arrow-right-fat-icon mdc-u-ts-8 mdc-c-heading__icon___TbFKK_2734c4f"></span></h3><div data-component="mdc-c-description" class="mdc-c-description___SrnQP_2734c4f mdc-u-ts-7"><div class="mck-u-links-inline mck-c-generic-item__description">Focusing on customer value helped a network infrastructure provider align prices with the true benefits created for customers.</div></div></div></div></div></div></div></div></div><div data-component="mdc-c-module-wrapper" data-module-theme="light" data-module-background="white" data-module-category="StandalonePromo" data-module-gradient-position="top-right" class="ThreeUpLinkList_mck-c-3ull__F0W5g mck-c-module-wrapper"><div class="mck-o-container"><div class="UpModule_mck-c-up__irSw8"><div class="UpModule_mck-c-up__header__OR_Vx"><h2 data-component="mdc-c-heading" class="mdc-c-heading___0fM1W_2734c4f mdc-c-heading--title___5qyOB_2734c4f mdc-c-heading--border___K8dj3_2734c4f UpModule_mdc-c-heading--title__4XbMT"><div>HOW WE HELP CLIENTS</div></h2></div><div class="mck-c-up__content 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Marketing</span></a></li><li><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients/insights-and-analytics" class="mdc-c-link___lBbY1_2734c4f"><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mdc-c-icon--size-xs___g8-q5_2734c4f mck-arrow-right-icon"></span><span class="mdc-c-link__label___Pfqtd_2734c4f">Insights & Analytics</span></a></li><li><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients/marketing-return-on-investment" class="mdc-c-link___lBbY1_2734c4f"><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mdc-c-icon--size-xs___g8-q5_2734c4f mck-arrow-right-icon"></span><span class="mdc-c-link__label___Pfqtd_2734c4f">Marketing Return on Investment</span></a></li><li><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients/next-commerce" class="mdc-c-link___lBbY1_2734c4f"><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mdc-c-icon--size-xs___g8-q5_2734c4f mck-arrow-right-icon"></span><span class="mdc-c-link__label___Pfqtd_2734c4f">NeXT Commerce</span></a></li><li><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients/organization-and-capabilities" class="mdc-c-link___lBbY1_2734c4f"><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mdc-c-icon--size-xs___g8-q5_2734c4f mck-arrow-right-icon"></span><span class="mdc-c-link__label___Pfqtd_2734c4f">Organization & Capabilities</span></a></li><li><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients/pricing" class="mdc-c-link___lBbY1_2734c4f"><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mdc-c-icon--size-xs___g8-q5_2734c4f mck-arrow-right-icon"></span><span class="mdc-c-link__label___Pfqtd_2734c4f">Pricing</span></a></li><li><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients/sales-and-channel-management" class="mdc-c-link___lBbY1_2734c4f"><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mdc-c-icon--size-xs___g8-q5_2734c4f mck-arrow-right-icon"></span><span class="mdc-c-link__label___Pfqtd_2734c4f">Sales & Channel Management</span></a></li></ul></div><div class="mck-c-up__footer"><div data-component="mdc-c-link-container" class="mdc-c-link-container___xefGu_2734c4f"><a data-component="mdc-c-link" href="/capabilities/growth-marketing-and-sales/how-we-help-clients" class="mdc-c-link-cta___NBQVi_2734c4f" aria-label=""><span class="mdc-c-link__label___Pfqtd_2734c4f">Back to practice overview</span><span data-component="mdc-c-icon" class="mdc-c-icon___oi7ef_2734c4f mck-link-arrow-right-icon"></span></a></div></div></div></div></div></div></div></div></main></div><script id="__NEXT_DATA__" type="application/json">{"props":{"pageProps":{"locale":"en","dictionary":{},"sitecoreContext":{"route":{"name":"Pricing","displayName":"Pricing","fields":null,"databaseName":"web","deviceId":"fe5d7fdf-89c0-4d99-9aa3-b5fbd009c9f3","itemId":"c746657a-b819-4ec6-a613-954600247dcd","itemLanguage":"en","itemVersion":9,"layoutId":"ae753eb4-a035-40b4-83bf-4b4438df6742","templateId":"85ff0530-7883-480f-9a4c-82123f72ffd8","templateName":"Universal Base JSS","placeholders":{"jss-main":[{"uid":"18acb685-acc2-43e6-ae42-aaba930ff664","componentName":"BaseTemplate","dataSource":"","fields":{"data":{"baseTemplate":{"name":"Pricing","id":"C746657AB8194EC6A613954600247DCD","displayName":"Pricing","title":{"jsonValue":{"value":"Pricing"}},"pageVerificationCodes":{"value":""},"sEOTitle":{"value":"Pricing | Marketing \u0026amp; Sales consulting"},"pageSubheader":{"value":""},"Body":{"value":"\u003cp class=\"lead\"\u003eWe help clients significantly increase and sustain profitability by building capabilities for superior pricing and margin management.\u003c/p\u003e\n\u003cp\u003eSmall changes in average price can translate into huge changes in operating profit\u0026mdash;to the benefit of a company when average price goes up, and to its detriment when average price goes down. We believe that sustained above-market growth comes when granular pricing analytics deliver credible insights with easy-to-use tools to the front lines. While we work with our clients to develop effective pricing strategies and unlock pricing opportunities, the majority of our focus is spent on building the right set of capabilities and management conviction to implement and sustain the gains. We take a \u0026ldquo;strategy before structure\u0026rdquo; approach by identifying what needs to be done and then working with the client to build out the tools, people, and systems to do it.\u003c/p\u003e\n\u003cp\u003eWith this approach, our clients have improved their return on sales by 2 to 7 percentage points or more within 1 year, and sustained that growth over the long term.\u003c/p\u003e\n\u003cp\u003eOur \u0026ldquo;fully loaded\u0026rdquo; service incorporates a complete package of skills and assets to support clients with any pricing issue: proprietary benchmarking and data-driven insights, enterprise quality software that combines McKinsey knowledge and client data to provide tools for frontline managers, proprietary training approaches and e-learning tools to support long-term implementation, big data and advanced analytic models and tools to capture and sustain the gains.\u003c/p\u003e\n[[video 1]]\n\u003ch2\u003eWhat we do\u003c/h2\u003e\n\u003cp\u003eWe help clients turn pricing into a sustainable profit engine by:\u003c/p\u003e\n\u003cul\u003e\n \u003cli\u003eDiscovering the real value of each product for each customer segment in order to set the best prices. We develop tools that process big data to uncover pricing opportunities at the most granular levels to identify patterns and size opportunities. That includes identifying transaction level insights on sources of leakage to help clients make rapid changes that \u0026ldquo;ring the cash register\u0026rdquo; quickly. \u003c/li\u003e\n \u003cli\u003eDesigning market strategies based on a deep understanding of how pricing is connected to the business\u0026rsquo; goals and what competitive pressures are affecting the market. \u003c/li\u003e\n \u003cli\u003eDelivering prices to the marketplace through an infrastructure that incorporates processes, organizations, systems and tools, and performance-management approaches that are relevant to the business. The greatest tool in the world won\u0026rsquo;t help a company that doesn\u0026rsquo;t have the people and processes to act on what the tool provides. For this reason, we take special care to connect all the elements of the pricing function with the business and the sales people on the front lines. We provide the training, tools, and capabilities for our clients so they can sustain their growth over the long term. We have established capability-building centers, for example, for on-site training, and have a dedicated implementation group that works side by side with our clients to help put recommendations and programs into the field.\u003c/li\u003e\n\u003c/ul\u003e\n\u003ch2\u003eExamples of our work\u003c/h2\u003e\n\u003cul\u003e\n \u003cli\u003etrained 200 executives on how to deliver pricing impact, size opportunities, and use metrics to capture an 11 percent return on sales across the business\u003c/li\u003e\n \u003cli\u003ehelped an industrial supplier standardize discount terms and conditions, and increase price on low-volume products, leading to a 5 to 7 percent return on sales\u003c/li\u003e\n \u003cli\u003ecreated $400+ million of incremental operating income by developing tailored price targets across brands, geographies, channels, and packages for a consumer-goods company\u003c/li\u003e\n \u003cli\u003eincreased a retail bank\u0026rsquo;s product revenues by 14 percent by adjusting its approach to fees and waivers\u003c/li\u003e\n \u003cli\u003eworked with a consumer-goods manufacturer to increase frontline management of the price \u0026ldquo;pocketed\u0026rdquo; from each transaction, leading to an 8 percent increase in return on sales over 3 years\u003c/li\u003e\n \u003cli\u003ehelped a railroad establish a new competitor-price intelligence system that provided a more rigorous, market-by-market analysis of each transaction. These insights allowed the client to increase average price per transaction, leading to a $600 million increase in return on sales\u003c/li\u003e\n\u003c/ul\u003e\n\u003ch2\u003eFeatured capabilities\u003c/h2\u003e\n\u003cp\u003e\u003ca href=\"/capabilities/growth-marketing-and-sales/solutions/periscope/overview\"\u003ePeriscope\u003c/a\u003e platform combines world-class intellectual property, prescriptive analytics and cloud-based tools with expert support and training to drive revenue growth and improve decision making. By uncovering actionable insights and helping companies to optimize their Marketing and Sales operations, Periscope delivers a 2\u0026ndash;7 percent return on sales.\u003c/p\u003e\n\u003cp\u003e\u003ca href=\"/capabilities/growth-marketing-and-sales/how-we-help-clients/dynamic-pricing\"\u003eDynamic Pricing\u003c/a\u003e is an approach for e-commerce retailers that combines advanced analytics and pricing insights to get the best price every time. We have a proven track record of improving sales growth 2 to 5 percent and margin growth 5 to 10 percent.\u003c/p\u003e\n\u003cp\u003e\u003ca href=\"/capabilities/growth-marketing-and-sales/solutions/periscope/solutions/b2c-pricing-solutions\"\u003ePricing Solutions\u003c/a\u003e built on Periscope Platform helps companies to build and deliver sustainable, dynamic, and competitive pricing capabilities across their organization. It also provides end-to-end promotions management by analyzing historic promotions, conducting micro-marketing experiments, and simulating possible promotion tactics.\u003c/p\u003e\n\u003cul\u003e\n \u003cli\u003ePricing solutions can help companies create 1.5% margin uplift with optimized pricing across channels, customers and regions and enables 10-15% trade spend effectiveness\u003c/li\u003e\n\u003c/ul\u003e\n\u003cp\u003e\u003cem\u003e\u003ca href=\"http://www.mckinseyonmarketingandsales.com/the-price-advantage\"\u003eThe Price Advantage\u003c/a\u003e\u003c/em\u003e was written by three preeminent pricing experts at McKinsey. This book provides executives with a leading-edge yet practical guide to identifying, capturing, and sustaining pricing gains.\u003c/p\u003e"},"addTitleDivider":{"value":""},"standardImage":{"src":null,"alt":"","height":null,"width":null,"Description":null},"displayDate":{"jsonValue":{"value":"0001-01-01T00:00:00Z"}},"description":{"jsonValue":{"value":"Helping clients achieve significant and sustainable gains in profitability through superior pricing management."}},"sEODescription":{"value":""},"uniqueLogo":{"jsonValue":null},"isMinisiteParent":{"value":false},"contactPage":{"value":false},"hideFromNav":{"value":true},"transparentNavBackground":{"value":false},"navigationTitle":{"value":""},"contentType":{"jsonValue":{"name":"Capabilities Service Line","displayName":"Capabilities Service Line","id":"{D91CFE7D-C582-4164-A0B9-45D156EADEE0}","fields":{}}},"hideFromSearchEngines":{"boolValue":false},"hideStickySubscriptionBar":{"value":false},"ancestors":[{"id":"9EB002CC593B4F19831B960B7352DCD1","pageTitle":"How We Help Clients","displayName":"How We Help Clients"},{"id":"0FBE4E582D404192894A8ABF063AE2AF","pageTitle":"Growth Marketing and Sales","displayName":"Growth, Marketing \u0026amp; Sales"},{"id":"6B4AAC92FD7E4AE280E66D4D4CE32BB6","pageTitle":"Capabilities","displayName":"Capabilities","index":2},{"id":"367E40410C4A4A6D99D77D83F5A73EA7","pageTitle":"Home","displayName":"Home"},{"id":"258857D050FA4C3E8C1155EDFF84A992","pageTitle":"McKinsey","displayName":"McKinsey"},{"id":"0DE95AE441AB4D019EB067441B7C2450","pageTitle":"content","displayName":"Content"},{"id":"11111111111111111111111111111111","pageTitle":"sitecore","displayName":"sitecore"}],"selectedModalSubscriptions":null}}},"placeholders":{"area-c":[{"uid":"9d58d78a-77de-4d8b-892c-a7c4b8893133","componentName":"MainContent","dataSource":"","params":{"Show Breadcrumb":"1"},"fields":{"Breadcrumb URL":{"value":"/capabilities/growth-marketing-and-sales/how-we-help-clients"},"Breadcrumb Title":{"value":"How We Help Clients"}},"placeholders":{"universal-area-a":[{"uid":"d34e6e4f-cc8c-4e7f-b5c3-8b292bb436ed","componentName":"TitleAndDek","dataSource":"","params":{"Hide Dek":"1"},"fields":{"Page Verification Codes":{"value":""},"Page Subheader":{"value":""},"Add Title Divider":{"value":false},"Body":{"value":"\u003cp class=\"lead\"\u003eWe help clients significantly increase and sustain profitability by building capabilities for superior pricing and margin management.\u003c/p\u003e\n\u003cp\u003eSmall changes in average price can translate into huge changes in operating profit\u0026mdash;to the benefit of a company when average price goes up, and to its detriment when average price goes down. We believe that sustained above-market growth comes when granular pricing analytics deliver credible insights with easy-to-use tools to the front lines. While we work with our clients to develop effective pricing strategies and unlock pricing opportunities, the majority of our focus is spent on building the right set of capabilities and management conviction to implement and sustain the gains. We take a \u0026ldquo;strategy before structure\u0026rdquo; approach by identifying what needs to be done and then working with the client to build out the tools, people, and systems to do it.\u003c/p\u003e\n\u003cp\u003eWith this approach, our clients have improved their return on sales by 2 to 7 percentage points or more within 1 year, and sustained that growth over the long term.\u003c/p\u003e\n\u003cp\u003eOur \u0026ldquo;fully loaded\u0026rdquo; service incorporates a complete package of skills and assets to support clients with any pricing issue: proprietary benchmarking and data-driven insights, enterprise quality software that combines McKinsey knowledge and client data to provide tools for frontline managers, proprietary training approaches and e-learning tools to support long-term implementation, big data and advanced analytic models and tools to capture and sustain the gains.\u003c/p\u003e\n[[video 1]]\n\u003ch2\u003eWhat we do\u003c/h2\u003e\n\u003cp\u003eWe help clients turn pricing into a sustainable profit engine by:\u003c/p\u003e\n\u003cul\u003e\n \u003cli\u003eDiscovering the real value of each product for each customer segment in order to set the best prices. We develop tools that process big data to uncover pricing opportunities at the most granular levels to identify patterns and size opportunities. That includes identifying transaction level insights on sources of leakage to help clients make rapid changes that \u0026ldquo;ring the cash register\u0026rdquo; quickly. \u003c/li\u003e\n \u003cli\u003eDesigning market strategies based on a deep understanding of how pricing is connected to the business\u0026rsquo; goals and what competitive pressures are affecting the market. \u003c/li\u003e\n \u003cli\u003eDelivering prices to the marketplace through an infrastructure that incorporates processes, organizations, systems and tools, and performance-management approaches that are relevant to the business. The greatest tool in the world won\u0026rsquo;t help a company that doesn\u0026rsquo;t have the people and processes to act on what the tool provides. For this reason, we take special care to connect all the elements of the pricing function with the business and the sales people on the front lines. We provide the training, tools, and capabilities for our clients so they can sustain their growth over the long term. We have established capability-building centers, for example, for on-site training, and have a dedicated implementation group that works side by side with our clients to help put recommendations and programs into the field.\u003c/li\u003e\n\u003c/ul\u003e\n\u003ch2\u003eExamples of our work\u003c/h2\u003e\n\u003cul\u003e\n \u003cli\u003etrained 200 executives on how to deliver pricing impact, size opportunities, and use metrics to capture an 11 percent return on sales across the business\u003c/li\u003e\n \u003cli\u003ehelped an industrial supplier standardize discount terms and conditions, and increase price on low-volume products, leading to a 5 to 7 percent return on sales\u003c/li\u003e\n \u003cli\u003ecreated $400+ million of incremental operating income by developing tailored price targets across brands, geographies, channels, and packages for a consumer-goods company\u003c/li\u003e\n \u003cli\u003eincreased a retail bank\u0026rsquo;s product revenues by 14 percent by adjusting its approach to fees and waivers\u003c/li\u003e\n \u003cli\u003eworked with a consumer-goods manufacturer to increase frontline management of the price \u0026ldquo;pocketed\u0026rdquo; from each transaction, leading to an 8 percent increase in return on sales over 3 years\u003c/li\u003e\n \u003cli\u003ehelped a railroad establish a new competitor-price intelligence system that provided a more rigorous, market-by-market analysis of each transaction. These insights allowed the client to increase average price per transaction, leading to a $600 million increase in return on sales\u003c/li\u003e\n\u003c/ul\u003e\n\u003ch2\u003eFeatured capabilities\u003c/h2\u003e\n\u003cp\u003e\u003ca href=\"/capabilities/growth-marketing-and-sales/solutions/periscope/overview\"\u003ePeriscope\u003c/a\u003e platform combines world-class intellectual property, prescriptive analytics and cloud-based tools with expert support and training to drive revenue growth and improve decision making. By uncovering actionable insights and helping companies to optimize their Marketing and Sales operations, Periscope delivers a 2\u0026ndash;7 percent return on sales.\u003c/p\u003e\n\u003cp\u003e\u003ca href=\"/capabilities/growth-marketing-and-sales/how-we-help-clients/dynamic-pricing\"\u003eDynamic Pricing\u003c/a\u003e is an approach for e-commerce retailers that combines advanced analytics and pricing insights to get the best price every time. We have a proven track record of improving sales growth 2 to 5 percent and margin growth 5 to 10 percent.\u003c/p\u003e\n\u003cp\u003e\u003ca href=\"/capabilities/growth-marketing-and-sales/solutions/periscope/solutions/b2c-pricing-solutions\"\u003ePricing Solutions\u003c/a\u003e built on Periscope Platform helps companies to build and deliver sustainable, dynamic, and competitive pricing capabilities across their organization. It also provides end-to-end promotions management by analyzing historic promotions, conducting micro-marketing experiments, and simulating possible promotion tactics.\u003c/p\u003e\n\u003cul\u003e\n \u003cli\u003ePricing solutions can help companies create 1.5% margin uplift with optimized pricing across channels, customers and regions and enables 10-15% trade spend effectiveness\u003c/li\u003e\n\u003c/ul\u003e\n\u003cp\u003e\u003cem\u003e\u003ca href=\"http://www.mckinseyonmarketingandsales.com/the-price-advantage\"\u003eThe Price Advantage\u003c/a\u003e\u003c/em\u003e was written by three preeminent pricing experts at McKinsey. 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