Published: 01 April 2019
Analyst(s): Finance Research Team
An effective pricing strategy is a powerful tool to drive efficient utilization of shared services and ensure customers do their part in keeping costs low. Shared services leaders can use this research to understand how to optimize service pricing to drive three key customer behaviors.
3 Critical Customer Behaviors
Encourage Customers to Efficiently Plan Their Use of Shared Services
Offer Superior, White Glove Service At a Price
Penalize Deviations From Planned Usage
Nudge Customers Toward Standardized Service Delivery
Penalize Low-Quality Inputs to a Process
Charge a Premium for Service Customizations or Add-Ons
60:40 Mixed Service Pricing
Drive Greater Partnership on Continuous Improvement Projects
Provide Upfront Incentives for Participation in Project Development
Establish Commitments for Future Cost Savings From Improvement Projects
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