Business Services
Decoding Competitor Pricing in an Emerging Regulatory Services Market
- The Challenge:
A global business-to-business services group had moved early into a new market shaped by emerging regulation, but had no visibility into how rivals priced, scoped and sold equivalent offers. Fees are quoted case by case rather than published, and buyers routinely run competitive tenders. - The ChrisalysWorks Edge:
Competitors disclose real commercial terms only to a credible buyer. We built three buyer scenarios differing by sector, size and international footprint, then approached each competitor’s sales function, requesting proposals. - Benefits Delivered:
Across 9 markets we engaged 15 competitors, securing proposals alongside their service credentials, delivery resources and bundled offers. The analysis segmented the market into premium, efficiency-led and commodity groups, and isolated what drives Total Cost of Ownership (TCO): a 4.6-fold spread separated providers, with rivals undercutting the client by up to 83%. - The Outcome:
The findings converted into 6 strategic recommendations spanning pricing, value proposition, service technology and support segmentation. The clearest measure of value came from the client itself: having initially commissioned research into 6 competitors, it more than doubled the scope mid-programme, extending it by a further 9, as the research proved its value.