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Integrated Margin Management (IMM)
An approach to capture the transactional pricing opportunity by better understanding the impact of pricing on demand
Integrated Margin Management (IMM)
An approach to capture the transactional pricing opportunity by better understanding the impact of pricing on demand
What it is
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Check out a demo
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How it can help you
Pricing guidelines
Use granular insights on deal-level to set the right target margin
Apply up-charges to reflect services provided and reduce leakages
Discount management
Establish disciplined discount management based on actual size, value and potential of customer
Performance management
Implement fact-based performance management with standard KPIs, dash-boards, clear targets and regular reviews
Incentives
Establish clear link between pricing performance and incentives, moving from a ‘volume’ to a ‘value’-based approach, with link to individual performance
Mindsets and capabilities
Build new capabilities covering front line, sales management and BU leadership
Change mindsets and behaviours through individual coaching
Supporting tool
Implement supporting tool as an enabler for retrospective analysis, ongoing performance management and forward-looking price management
What the end-product looks like
Pricing guidelines
Set differentiated target margins by sub-segment/end-use market
Apply small order surcharge
Charge actual freight costs
Discount management
Set min price level by customer group
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Performance management
Top/worst-deals report
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Incentives
‘Pathfinder’ to set right
incentives
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Mindsets and capabilities
‘Field & forum’ approach to build frontline capabilities
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Supporting tool
Scatter-plot for price setting/compliance monitoring
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McKinsey team has delivered
100+
Client deployments as of Feb 2021
16
Across industries
And here is an example
An Indian Steel client was able to save 6% of flux
cost through Integrated Margin Management.
Click thumbnails to expand
By working with us, you will have access to
Experts
Our industry and functional experts will be on the ground where and when you need them.
Helpdesk
Our helpdesk will keep doors open and commit to addressing your concerns efficiently and effectively.
Training
We offer coaching and build capabilities for your teams to deliver sustained improvements.
Implementation
We partner with you and co-create a firm path to implementation as part of the project.
