1. • Understanding how more effective pricing
   

  management and communication can

  increase the percent of top-line revenue that

  flows to the bottom-line
  

1. • Anticipating and managing the effects
   

  – positive and negative – of ongoing

  (often cyclical) variances between industry

  supply and demand

     - Reviewing the impact of capacity utilization on the economics influencing pricing behavior

     - Profiling the unintended consequences of capacity additions

     - Outlining strategies and tactics for managers through supply/demand cycles

1. • Deciding on target pricing to customers vs.
   

  relevant competing alternatives

     - Positioning of products/services in the context of segment-specific value propositions

     - Outlining strategies and tactics for managers such as bundling, quoting, and responding to competitive dynamics for new products

1. • Optimizing day-to-day pricing decisions for
   

  higher profit share

     - Identifying and plugging revenue leaks

     - Integrating cost-to-serve (cost-of-complexity) in pricing tactics and decisions

     - Systematically managing competitive intelligence and communications