Work · Pricing · Revenue
30% Margin lift from pricing optimization, volume held
A firm was pricing its client book by habit and gut feel. We built data-driven pricing models that score demand and market conditions for every account, then hand the sales team a recommended price they trust. Margin rose 30% and no volume was lost.
30%
Margin lift
0
Volume lost
6 weeks
To live
01The problem
Most firms price the way they always have. A rate gets set when a client signs, then it sits untouched for years. Nobody has time to revisit hundreds of accounts one by one.
That leaves money on the table in two directions. Some clients are underpriced against what the market bears. Others are priced so far above it that they are a churn risk waiting to happen.
The sales team could feel this, but feel is not a defensible number. Without evidence, every reprice conversation turned into a negotiation the rep was not equipped to win, so most never happened.
02What we built
We built pricing models that run across the entire client book, not one account at a time. Each account gets a composite score built from two sides: what the client's own demand history shows, and what the surrounding market is paying for comparable service.
- Demand scoring reads each account's usage, order history, and stickiness to estimate how sensitive the client actually is to a price change.
- Market scoring benchmarks each account against comparable accounts, so a recommendation is grounded in what similar clients already pay.
- The two scores combine into one price recommendation per account, with the reasoning attached in plain language a rep can repeat to a client.
- Recommendations flow into the tools the sales team already uses. No new dashboard to check, no export ritual.
The last point mattered most. A pricing model the sales team ignores is a spreadsheet. This one was built with the reps, tuned against accounts they knew well, until the recommendations matched their judgment on the cases they could verify. That earned trust on the cases they could not.
03What changed
Margin across the book rose 30%. The lift came from many small, defensible adjustments rather than a blanket increase, so no single client felt singled out.
Volume held. Zero accounts were lost to the repricing, because the model flagged price-sensitive accounts and left them alone. The increases landed where the data said they would stick, and they did.
The system went from first data pull to live recommendations in six weeks. Repricing stopped being an annual argument and became a routine the sales team runs on evidence.
A real engagement, anonymized. Client details are withheld under confidentiality.
Next step
Pricing your book by habit?
If your rates were set years ago and nobody has revisited them, there is margin sitting in your book right now. We build the models, score the accounts, and put the recommendations where your sales team already works.
More work