Tip 29 – Analyse each competitor’s acceptable price range by… - Shipley Asia Pacific

…considering their prior pricing strategies.

Price to Win is a strategic management issue, not just a pricing issue.

Your team will arrive at a final Price to Win by iteratively building better data, about the customer’s perceptions, your cost and profit parameters, and the cost and profit parameters of competitors.

Competitors tend to repeat prior pricing strategies, especially strategies they have used on successful bids.

Look for such patterns of behaviour, and constantly triangulate your information using a wide range of sources.