Finance
7 min read
The pricing conversation most CFOs avoid
Price is the most powerful profit lever you have, and the one most companies touch least. Here is how to start the conversation.
Sofia Alvarez
Partner, Finance
A one percent price increase typically lifts operating profit far more than a one percent cut in costs. Yet pricing decisions are often left to habit, discount pressure or whoever shouts loudest in the sales meeting.
Why pricing gets avoided
Pricing feels risky because it touches customers directly. Without clear data, leaders default to the status quo and let discounts creep up season after season.
A safer way to move
Map margin by product and customer, not just in total.
Find where discounts are given without a reason.
Test changes in a small segment before rolling out.
Pricing does not have to be a leap of faith. With the right data it becomes one of the calmest, highest-return decisions you make all year.
Written by
Sofia Alvarez
Former CFO who helps leadership teams make pricing and capital decisions with confidence.
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