Worksheet · B2B: Business Pricing Health Check
Time a price decision from agreement to invoice
It prints on A4 with room to write.
A price change agreed in March and invoiced in June has cost you three months. This sheet maps the last change step by step, removes the two slowest steps, and checks that the next change lands correctly. It builds the Competent step of the check:
Agreed price changes reach quotes and invoices within weeks, accurately.
Step 1. Map the last change
| Step | Who | Started | Finished | Days | Working or waiting? | Does it add anything? |
|---|---|---|---|---|---|---|
| e.g. Loaded in the pricing system | IT request queue | 3 March | 24 March | 21 | Waiting | No |
| Decision agreed | ||||||
| Written up as a change request | ||||||
| Approved | ||||||
| Loaded in the pricing system | ||||||
| Quote tool and price file updated | ||||||
| Customers told | ||||||
| First invoice at the new price | ||||||
| Total |
Step 2. Remove the two slowest steps
The usual culprits are a system workaround and an approval that adds nothing.
| Step | Days | Cause | Fix | Owner | Date |
|---|---|---|---|---|---|
Step 3. Check the next change landed
| Change | Invoices sampled | At the new price | Wrong | Why wrong |
|---|---|---|---|---|
Done when: the next agreed price change reaches quotes and invoices within weeks, and a sample of invoices shows it landed correctly.
Adapted from our own price increase diagnostic (Deloitte, 2014).
From the B2B: Business Pricing Health Check. Your report links the sheet for each of its moves.