Guest Lecture of Accenture on Last Mile Pricing
Last Thursday, we had the pleasure of welcoming Manuel Wätjen (Strategy Principal Director) from Accenture to our Master’s course Sales Management for a guest lecture on “Last Mile Pricing” in sales.
A key focus of the session was the execution of pricing strategies in the final stage of the sales process. Four main behavioral causes of inconsistent pricing were highlighted — namely a lack of knowledge, limited skills, low perceived necessity, and insufficient motivation within sales teams.
To address these challenges, the following capabilities are essential for achieving consistent #Last #Mile #Pricing:
- Access to relevant information to enable behavioral change
- Clear communication of customer value
- Well-defined responsibilities and roles within pricing governance
- Targeted incentive systems
The lecture successfully bridged theory and practice through practical insights from real-world Accenture projects.
Many thanks to Manuel Wätjen for the valuable contribution and to all participants for the engaged discussion!