When evaluating levers for growth, pricing often comes in at the top of the list. Most materials executives have respect for an understanding of the importance of price. In fact, the literature on pricing is extensive and well-developed, ever since Tom Nagel’s breakthrough book “The Strategy and Tactics of Pricing”. And yet… many materials companies don’t build in pricing as a strategic competitive advantage. In this Roundtable we’ll explore why that is, what gets in the way, and what continues to make strategic pricing such a critical investment.
In today’s economic climate, where global growth is on the wane, and volatility threatens profits, companies that can retain price are competitively advantaged. Yet many aren't prepared with sustainable pricing capabilities.
Lisa Thompson and I discuss why companies short-change pricing capabilities, key success factors to effectively pricing, how organizations that price effectively look, and how executives can chart a roadmap to improved pricing and profitability. She will illustrate those principles with examples from her 30 years helping clients build sustainable pricing capabilities.
Lisa Spadafora Thompson is Partner at Sturbridge Growth Partners, which she founded in 2016. She is a nationally recognized expert in pricing & profitable growth, having implemented groundbreaking price metrics and structures in multiple industries leading to increased close rates and higher margins for clients over her 3 decades as a consultant.
After finishing her MBA in 1996, Lisa joined Strategic Pricing Group (SPG) the premier firm in the pricing and competitive strategy space, founded by Tom Nagel. Lisa was a Vice President & Co-Managing Director at SPG where she opened the firm’s Chicago Office and led the Industrial & Process Manufacturing Practice. Lisa joined Monitor Group as a partner, when SPG was acquired in 2005 led the Pricing and Sales Strategy practices, and was elected to the Monitor board of directors. She became a partner at Deloitte Consulting in 2013 when they acquired Monitor Group where she led the Strategy Practice for the Industrial Products sector managing nearly $100MM in revenue.
Lisa has taught at the University of Chicago Center for Executive Education, AT&T Learning Center, Institute for International Research, and the Professional Pricing Society. Lisa earned her MBA from Babsan College in 1996 and a B.A. from Regis College in 1991.
Until next week,
Kendall -
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