Advocating an investment in new price initiatives during a down economy could be a hard sell for your executives. Two hurdles loom: the initial price tag and the fear of rocking the boat and angering fickle customers with price increases. By building a realistic, time-phased business case and lining up the right sponsors and internal resources, pricing projects can be a wise investment that ensures profitability and continued growth. In an economic slowdown, establishing fact-based pricing helps sales organizations maximize margin realization in every transaction.

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