Stop leaving money
on every invoice
You can feel it in every discount approval, every cost-plus quote, every customer who never pushes back on price. The average manufacturer leaks 200–400 basis points through pricing alone — $2–4M a year on a $100M business.
The margin leaks you cannot see
Six symptoms we find in almost every manufacturer we walk into.
You approved a discount last week and you’re still not sure it was the right call
Your reps ask for 8–12% off. You approve, because losing the deal feels worse than losing the margin. But nobody tracks which discounts actually won deals and which just gave away profit.
Tariffs changed again. Your cost model is already wrong.
Steel is up. Resin is volatile. Your surcharge formula is six months old. You are quoting today on yesterday’s costs — and your margin shrinks with every order.
Your competitor just won a deal on price — or did they?
You lost a large account because “their price was lower.” But was it? Or did your quoting process take five days while theirs took five hours? Speed, structure, and confidence are what you control.
There is no systematic price review process
Annual price increases are ad hoc. Cost-plus is the default. Nobody knows the true pocket price after all discounts, rebates, and freight absorption.
Your best customers may be your least profitable
Volume does not equal profit. Without pocket price visibility by customer, you are flying blind on which relationships actually make money.
Your pricing authority matrix lives in someone’s head
Who can approve what discount, at what threshold? The answer depends on who you ask. That is not governance — that is improvisation.
Unmanaged discounts alone leak 200–400 basis points of margin
Average margin leakage from unmanaged discounts
Of manufacturers with no systematic price review
Annual margin left on the table per $100M of revenue
Typical discount range with no tracking or governance
How we find your hidden margin
The Pricing Excellence practice scores five diagnostic dimensions and draws on 15+ analytical frameworks to locate exactly where price is escaping.
Governance
Decision rights
Pricing authority, approval workflows, and who owns the floor price.
Analytics
Pocket price visibility
Waterfall construction, margin analysis by customer and SKU, reporting cadence.
Pass-Through
Cost escalation
Index-linked mechanisms, commodity surcharges, tariff recovery clauses.
Segmentation
Value capture
Customer and product segmentation, willingness-to-pay, value-based pricing.
Discipline
Price realization
Discount governance, exception tracking, and realization against list.
Part of Margin Architecture™ — 46 integrated frameworks across sales, pricing, and supply chain. See the full methodology →
From diagnosis to results
Strategy
Where your pricing stands
The free Margin Scan scores your pricing practices against more than 1,000 scored companies and names the gaps — before anyone is engaged.
Discovery
Pricing Health Check
We map your pocket price waterfall, discount patterns, and cost pass-through gaps. You get a quantified opportunity map, in dollars.
Projects
Fix the highest-value levers first
Pocket price waterfall, deal desk, approval workflows, surcharge mechanisms — built and embedded in how your team already works.
Results
Embed the process
Power BI pricing dashboards, quarterly pricing reviews, and continuous margin monitoring. The gains compound after we leave.
Already delivered, before the platform
Discounts brought back inside one pricing structure
Building materials manufacturer · more margin
Tariff costs passed through, line by line
Aftermarket distributor · more margin
Value the customer pays for put back in the quote
Industrial manufacturer · more margin
Start where it hurts
Free, self-serve. Tell us where it hurts in fifteen minutes; then the Scan puts a number on it against more than 1,000 scored companies — before you commit to anything.
Margin leakage rarely lives in one silo
Pricing sits next to two other pillars. Most recoverable margin lives at the seam.
Supply Chain Excellence
SIOP maturity, inventory optimization, and procurement savings that cut waste 15–30%.
Sales Excellence
Pipeline discipline, value selling, and quoting accuracy that accelerate revenue capture.
The full methodology
Margin Architecture™ — 46 integrated frameworks across sales, pricing, and supply chain.
Ready to find your hidden margin?
Scope is set per engagement — tell us your revenue band and where it hurts, and we will come back with a shape and a number.
See how your industry is performing in the Margin Squeeze Index™ →