Pricing & Sales in the chemical industry offer great potential

Sustainable success requires a precise understanding of the entire value chain. Raw material availability, application-specific requirements, customers’ process costs, and downstream market dynamics determine how products should be positioned and priced. Companies that strategically incorporate technological trends, regulatory changes, and geopolitical developments strengthen their market position and make better portfolio decisions.

Through systematic market, value chain, and application analyses, competitive benchmarks, scenario models, and portfolio assessments, we work with you to create the transparency required to develop long-term profitable market strategies and anchor them in pricing and sales.

Traditional segmentations based solely on revenue or volume fall short. Modern models take into account individual needs, decision-making logic, application profiles, technological requirements, and sustainability orientation. Such segmentation forms the foundation for targeted sales steering, clear standard strategies, differentiated pricing models, and efficient resource allocation along the customer journey.

In our projects, we jointly develop data-driven segmentation models, define segment-specific standard strategies, derive pricing and offering logic, and embed customer centricity into organization, processes, and tools.

Today’s customers expect flexible, cross-channel interaction. A professional multi-channel approach integrates field sales, inside sales, technical service, channel partners, and digital channels. Roles, handover points, and target systems must be clearly defined. At the same time, pricing and conditions systems must be adapted to the new structure to avoid channel conflicts and ensure margin stability.

By designing a tailored channel model, defining roles and responsibilities, introducing KPI and steering logic, and realigning the conditions system, we create a scalable, margin-protecting multi-channel setup.

Digitalization enables speed and transparency. Modern CRM systems support structured pipeline management, automated lead generation, and data-driven decision-making. In addition, AI-based CPQ solutions, self-service portals, and BI tools drive operational excellence. Standardized processes, high data quality, and clear governance form the foundation for scalable and efficient sales operations.

In our projects, we define relevant use cases, design target processes, select suitable tools, support implementation, and establish governance models and data quality standards — including enablement of the sales organization.

Business Development,
Contact Management,
Offer management and
Aftersales Management.

The next step is to identify and implement suitable digital tools on the basis of structured requirements (Digitization Sales). Here, the spectrum ranges from lead tracking software to chat bots, CPQ solutions to CRM and BI tools.

Key accounts often represent a significant share of total revenue. Professional KAM requires clear account strategies, structured pricing and contract models, international harmonization, and systematic potential analyses. This includes defined negotiation guidelines, value proposition tools, and a consistent global pricing architecture. Effective KAM increases margins, customer satisfaction, and strategic relevance.

We support our clients by developing robust KAM frameworks, structured account and pricing strategies, internationally harmonized contract and pricing architectures, and practical tools for value argumentation and negotiations. In addition, we optimize tender management end-to-end — including process design, decision logic, templates, and pricing strategies — to sustainably improve win rates and margin quality.

Growth results from structured new customer acquisition processes and the consistent realization of potential within the existing portfolio. Digital lead-scoring models, automated target account lists, and AI-based next-best-offer analytics enable precise market targeting. At the same time, intelligent incentive systems increase execution discipline in sales while promoting margin focus and customer orientation.

Together with our clients, we design tailored new-customer processes, develop AI-driven analytics models, build cross- and upselling programs, and define performance-oriented incentive systems, including a comprehensive KPI framework.

Commodities require flexible market pricing mechanisms, automated price escalation clauses, and robust margin monitoring. Specialties demand value-based pricing, differentiated customer pricing strategies, and clear value communication. Digital tools such as pricing suites, CPQ systems, and peer pricing enhance transparency, agility, and price quality. Close integration of market, cost, risk, and value drivers is essential.

We develop pricing models for commodities and specialties, identify key price drivers, implement peer pricing systems, deploy pricing and CPQ tools, and enable sales and pricing teams to apply them consistently in day-to-day business.

Digital solutions — from formulation software and process optimization tools to predictive maintenance offerings — enable high-margin, recurring revenue models. Success factors include clear value propositions, scalable pricing logic (subscription, pay-per-use, freemium), professional go-to-market structures, and the ability to systematically integrate digital offerings into sales processes.

In our projects, we work with clients to develop value propositions, pricing models, packaging and licensing logic, sales stories, demo environments, and go-to-market strategies, while also supporting the setup of the required delivery and billing processes.

Value selling is a critical success factor in the chemical industry. The ability of sales teams to quantify customer-specific value creates differentiation and strengthens price realization. Business cases, value arguments, application examples, and ROI models are key tools to shift pricing discussions from cost to value — and to achieve higher margins.

We support our clients by developing tailored value-selling toolkits, ROI models, structured argumentation frameworks, training programs, and in-field coaching to sustainably anchor value orientation in sales.