April 3, 2007

Turning Pricing Optimization Into Relationship-Based Pricing

Financial Services Firms Need To Look Across The Enterprise

This is the second document in the "Price Optimization For Financial Services" series.

by Mary Pilecki

with Sharyn Leaver, Mary Ann Rogan

Executive Summary (This is a document excerpt)

Consumers are beginning to look at their financial services institutions (FSIs) for a better deal — one based on the value and longevity of their relationship. Some FSIs are engaged in price optimization, but no one has successfully evolved that technology into the idea of dynamically pricing new products and services based on the customer's profitability. FSIs will need to implement this pricing technique in order to remain competitive, and those that do it first could gain significant market share. The steps to getting there include an enterprise focus on customer centricity, a collaborative technology partner, and development of a pricing center of excellence.

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