Case studies
Industry: B2B services
A new pricing model for a services business
Hourly rates did not reflect the value the delivery created for the client.
Starting point
The company was growing but margin stood still. Pricing was based on hours spent, while client benefit depended on the result.
What we did
We mapped profitability by engagement type, built scenarios for packaged pricing and tested them against historical data before anything changed.
Outcome
A proposed packaged pricing model with a sequencing plan and argumentation support for client conversations.