Meeting and Workshop Facilitation

Customer

A provider of storage products to the energy industry.

The Task

The client's key supplier was raising prices beyond what the client's own key client was prepared to pay, so making the client's products uncompetitive and their margins too low to make a profit.

Our Approach

We designed and delivered a workshop that helped both parties develop a proposition to the key client that focused on more than just price and justified the increase in prices to the client's own client. This resulted in a plan to jointly approach the client and to explain what value was being added and how this affected the price the client had to pay.

The Result

The client's own client accepted the new pricing structure with minor amendments, as they were able to focus on the key benefits of using that supplier (and their supplier). They decided that the price increases were indeed justified and agreed to pay them.