Worksheet: Write the pricing strategy on one page

Most pricing strategies live in one or two heads. This sheet puts yours on a page a new hire could find, and gets sales leadership to sign it. It builds the Competent step of the check:

A one-page pricing strategy exists, names target segments and says how we price relative to competitors.

Step 1. Where each product line sits today

Place each line against two named competitors. Use prices customers pay, from the market, never from a competitor.

Product line	Competitor 1	Competitor 2	Our position (below, match, above)	Our quartile in the market (1 is cheapest)	Where we mean to be
e.g. Standard sheet products	Competitor A	Competitor B	Match	2	2

Read the pattern across the range. A line priced in the cheapest quartile can undercut the lines you sell at a premium.

Step 2. Defend or harvest, by segment

Target segment	What they buy	Our price position	Defend or harvest	Why
e.g. Builders on repeat orders	Stock lines, next-day delivery	2 to 3% above Competitor A	Defend	They pay for delivery they can rely on

Defend: hold share. Answer a competitor's move where this segment compares prices.
Harvest: hold price. Accept some volume loss and spend no extra discount.

Step 3. The page

Box	Your words
Our target segments (three to five)
How we price against named competitors
Where we defend
Where we harvest
What we will not do (e.g. match any price a customer names)
Next review date

Step 4. Sign it

Name	Role	Signed	Date
	Chief executive
	Sales leader
	Finance lead

Done when: one page names your target segments and your price position against named competitors, and the sales leader has signed it.

Adapted from our own pricing approach (PSP, 2007).