Chemical Industry, Business Development/Strategy
Value-Based Pricing Strategy Transformation
Problem
ChemicalCo., a global specialty chemicals manufacturer, faced inconsistent pricing practices across regions and growing pressure to protect margins. To enable more strategic pricing decisions, SprintlyWorks was engaged to design a structured pricing framework and support the shift from cost-plus to value-based pricing through diagnostics, playbooks, and training workshops.
Outcomes
10%+
Potential margin uplift estimated from VBP activation
3
Global Regions
Practices were analysed and training workshops delivered
Problem Summary
ChemicalCo operated with fragmented pricing practices across regions, relying heavily on cost-plus logic and informal decision-making. Product Line Managers lacked the tools, structure, and strategic ownership needed to drive margin performance. Critical pricing data was inconsistently captured, and value-based pricing remained underutilized. These gaps hindered profitability, cross-regional alignment, and the ability to respond effectively to market dynamics.
Situation
ChemicalCo, a global specialty chemicals company, operated across global regions with decentralized pricing practices and limited cross-regional alignment. Pricing decisions were largely cost-driven, with inconsistent PLM involvement, fragmented data inputs, and underutilized tools. As margin pressure intensified and competition increased, the company recognized the need for a structured, value-based pricing approach. SprintlyWorks was engaged to assess current pricing execution, define a scalable framework, and equip PLMs with the tools, training, and ownership needed to make data-driven and strategic pricing decisions across product lines and geographies.
Key Research Question
The key question driving the project was:
- What are the current gaps/bottlenecks in pricing practices across the organization that hinder effective decision-making?
- How can pricing processes and tool utilization be standardized to maximize efficiency and cross-functional alignment?
- What is the right framework to unlock value-based and customer-centric pricing?
Our Approach
SprintlyWorks adopted a three-phase approach to help ChemicalCo transition from fragmented, cost-based pricing to a structured and value-driven pricing framework.
- Diagnose Current Practices:
We conducted 13 in-depth interviews with Product Line Managers (PLMs), Pricing Managers, and Sales leaders across four regions and ten product lines. This helped map the end-to-end pricing process, identify tool usage patterns, and reveal nine major bottlenecks across six pricing stages, from cost collection to price setting and reporting. We assessed gaps in collaboration, tool utilization, and value-capture logic.
- Design Future-State Framework:
Based on diagnostic insights, we developed a standardized pricing process that retained local flexibility. We mapped tool responsibilities, clarified ownership at each step, and introduced enhancements to data governance and internal alignment routines. A core focus was repositioning PLMs from coordinators to strategic pricing leaders, supported by clearly defined touchpoints with Sales and Global Pricing Managers.
- Activate with Training and Tools:
We built a comprehensive pricing playbook tailored to ChemicalCo’s operations. It included cost-based and value-based pricing models, tool guides, ownership flows, and governance routines. We also designed a Value-Based Pricing (VBP) activation module, featuring product selection criteria, value quantification calculators, and real customer case walkthroughs. Three regional workshops were held to pilot the materials and test usability, generating an NPS of 4.8/5. Feedback loops allowed iterative refinement ahead of full rollout.
This approach ensured the pricing framework was both technically sound and practically usable, enabling ChemicalCo to embed pricing excellence across product lines and geographies.
Results
The project enabled ChemicalCo to shift from fragmented, cost-driven pricing to a structured, value-based approach. The new framework resolved nine key pricing bottlenecks and equipped PLMs with a clear process, governance model, and toolset. Regional workshops received an average NPS of 4.8/5, validating the practicality of the materials. Early pilots of value-based pricing demonstrated 5–10%p potential margin uplift. The standardized playbook now serves as the foundation for consistent pricing execution, empowering PLMs to lead strategic decisions and enabling cross-regional transparency and alignment.
“Gave our PLMs real ownership and confidence in pricing.”
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