Close this search box.
Close this search box.

Inflation? Here’s How To Get Smarter On Pricing Strategy

© AdobeStock
In today’s inflationary times, your teams need to learn‚ or re-learn—the necessity to boost prices and the power that can be inherent in doing so.

Many CEOs haven’t tried hard to raise prices for a decade in the low-inflation environment that has prevailed. But in today’s inflationary times, they need to learn – or re-learn – the necessity to boost prices and the power that can be inherent in doing so.

At Chief Executive’s recent summit for CEOs of PE-backed companies, Brad Soper, a partner in Simon-Kucher & Partners shared pointers for today’s new era of pricing. The full video of the session is above—but here are a few takeaways from the session:

Get what you deserve: CEOs have grown accustomed to throwing in goodies – improved customer service, IP in products and so on – for nothing. “There’s a lot that you and your companies do every day to deliver better value, but when you think about the tradeoff, the value capture, the money you keep at the end of the day – is that balance right?”

Harvest what you post: Even when they increase prices, Soper said, “Companies aren’t very good at getting” the hikes. Surveys have shown two-thirds “don’t even achieve half of the price increase they went after. They might not have lost volume, but in a world of inflation of four to five percent, you have to shoot for [price increases] of eight to ten percent if you really need three percent.”

Make pricing a priority: “You can actually get ahead of this. Prepare; communicate price increases; and monitor them in the background. Provide incentives to go after them … If it isn’t the topic of regular executive meetings, and a standalone topic, you’re not focusing on the right things.”

Try these tactics: Target certain “customer groups and product categories” first. Start “inserting annual price escalators or adjust prices in new contracts.” And “create a shiny new object; sunset the old one; and force migration to the new one.”


  • Get the CEO Briefing

    Sign up today to get weekly access to the latest issues affecting CEOs in every industry
  • upcoming events


    Strategic Planning Workshop

    1:00 - 5:00 pm

    Over 70% of Executives Surveyed Agree: Many Strategic Planning Efforts Lack Systematic Approach Tips for Enhancing Your Strategic Planning Process

    Executives expressed frustration with their current strategic planning process. Issues include:

    1. Lack of systematic approach (70%)
    2. Laundry lists without prioritization (68%)
    3. Decisions based on personalities rather than facts and information (65%)


    Steve Rutan and Denise Harrison have put together an afternoon workshop that will provide the tools you need to address these concerns.  They have worked with hundreds of executives to develop a systematic approach that will enable your team to make better decisions during strategic planning.  Steve and Denise will walk you through exercises for prioritizing your lists and steps that will reset and reinvigorate your process.  This will be a hands-on workshop that will enable you to think about your business as you use the tools that are being presented.  If you are ready for a Strategic Planning tune-up, select this workshop in your registration form.  The additional fee of $695 will be added to your total.

    To sign up, select this option in your registration form. Additional fee of $695 will be added to your total.

    New York, NY: ​​​Chief Executive's Corporate Citizenship Awards 2017

    Women in Leadership Seminar and Peer Discussion

    2:00 - 5:00 pm

    Female leaders face the same issues all leaders do, but they often face additional challenges too. In this peer session, we will facilitate a discussion of best practices and how to overcome common barriers to help women leaders be more effective within and outside their organizations. 

    Limited space available.

    To sign up, select this option in your registration form. Additional fee of $495 will be added to your total.

    Golf Outing

    10:30 - 5:00 pm
    General’s Retreat at Hermitage Golf Course
    Sponsored by UBS

    General’s Retreat, built in 1986 with architect Gary Roger Baird, has been voted the “Best Golf Course in Nashville” and is a “must play” when visiting the Nashville, Tennessee area. With the beautiful setting along the Cumberland River, golfers of all capabilities will thoroughly enjoy the golf, scenery and hospitality.

    The golf outing fee includes transportation to and from the hotel, greens/cart fees, use of practice facilities, and boxed lunch. The bus will leave the hotel at 10:30 am for a noon shotgun start and return to the hotel after the cocktail reception following the completion of the round.

    To sign up, select this option in your registration form. Additional fee of $295 will be added to your total.