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 an executable, scalable capability underpinned by Configure Price Quote (CPQ) enabled architecture.
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 or Income
£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 MI People
Consulting Team: 3
