Unlocking B2B Pricing Within A Global Specialist Logistics Provider
Healthcare & Logistics
Context
A global provider of specialist logistics solutions was under pressure to modernise its complex B2B pricing, where a mix of rate cards, bespoke negotiated pricing, manual processes and disconnected tools was driving inconsistency and eroding margin.
A new value based pricing strategy had been defined but there was no clear path to operationalise it.
Objective
Turn pricing strategy into operational reality by implementing a new Configure Price Quote (CPQ) product and transforming customer experience, people, process, technology, and data.
Action
We focused on turning strategy into something the organisation could actually deliver:
- Understood the reality by mapping the current state across processes, systems, and data to identify pressure points, inefficiencies, and constraints.
- Grounded in evidence by leveraging outputs from the client-led pilot to validate pricing logic, service propositions, and operational impacts.
- Defined the target state by designing a scalable operating model, including end-to-end processes and the role of CPQ and pricing capabilities.
- Selected the right technology by a structured CPQ vendor assessment to identify the best-fit solution for the client’s needs.
- Made it actionable – captured detailed requirements, defined the solution architecture, and worked with the programme team to model impacts, costs, and change implications.
Outcome
- Clear path to execution. A defined target state and pragmatic transition approach to move from current capabilities to a scalable pricing and quoting model.
- Stakeholder alignment secured with strong executive and cross-functional buy-in, enabling confident decision-making and programme progression.
- Technology direction established with the CPQ vendor selected with a clear role within the future architecture.
- Programme transitioned from strategy and vendor selection into delivery with a clear, actionable plan.
- Enabled delivery of the business case by putting in place the foundations for CPQ driven pricing transformation.
Annual Revenue
£1bn
Number of Employees
4000
Operational Geographies
Worldwide
Year
2026
Length of Engagement
6 Months
Key Stakeholder
Chief Technology Officer
Business Functional Areas
Technology
Number of Mosaic Island People
Consulting Team: 3
