International Pricing Management
Frozen Foods
5-stage
Methodology developed to structure customer negotiations.
11 stakeholders
engaged with over 6 markets
At a glance
The Client
A leading European frozen foods company.
The Objective
To take a more proactive and standardised approach to international customer negotiations.
Challenges
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Diverse customer alliances posed risks to negotiation outcomes.
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Risk of delocalising negotiations due to customer group dynamics.
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Stakeholder alignment was challenging due to busy schedules, and the project coincided with the end of the customer negotiation period, which diverted their attention.
Solution
Client journey
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Stakeholder engagement begins
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Validation, design workshops, and hypothesis mapping.
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Framework handed over for review
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Final principles and pricing direction validated
