This is the work of getting your pricing right and making the whole commercial engine, from discounting to sales productivity, actually perform. You bring someone in when discounts have crept, pricing hasn’t been touched in years, or the sales team is busy without the results to show for it.
When to hire an external consultant
Discounting has drifted and nobody owns it, so you’re leaving margin on the table on every deal.
Pricing was set long ago and never revisited, and you need it rebuilt on what customers will actually pay.
The sales engine is underperforming and you want an outside diagnosis before you reorganise it.
Typical activities
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Analysing price and margin by product, segment and customer to find where you’re under- or over-charging.
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Rebuilding the pricing model, from list logic to discount rules and approval thresholds.
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Diagnosing the commercial engine: pipeline quality, win rates, sales productivity, where deals stall.
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Fixing the levers that matter, from discount governance to how reps spend their time.
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Putting in the tools and tracking so pricing and commercial discipline hold after you leave.
Our Members specialised in this service come from MBB or a commercial strategy firm with a pricing or commercial excellence practice, plus people who’ve run commercial functions in industry. We look for people who’ve moved margin with pricing work before, and who can make it stick against a sales team that liked the old discounts.
“After closing our Series B funding, we could not keep up with the pace of hiring. As a result, three Sweav interim managers stepped in and helped us professionalize quickly, while showing great ownership, low ego, and strong learning speed.”
“The impact of the Sweav members was immediate. They translated complex data into clear insights at impressive speed. Their proactive mindset and seamless integration into the team were key to driving the necessary changes within our organisation.”
