Precision Deal Quotes
White Paper
Pricing errors cost companies millions €/$ every year. PRM Best Practices series present real life cases of such errors taken from our consulting experience. The names of the operators have been changed in order to protect confidentiality.
This White Paper analyzes the consequences of imprecise B2B deal quotes. Many companies use complex pricing structures and must manage the risk related to uncertain customers order/usage profiles. These situations are usual in Transportation & Logistics, Telecoms, Utilities, Industrial Services, Travel, Media…
Using transportation & logistics examples, we show why the lack of efficient quote tools and simplistic assumptions concerning customers’ order/usage profiles cost a company up to 5 points in net margin.