Inside the Strategy Room 281. Pricing to create value across the private equity portfolio
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Dec 11, 2025 Join Brian Elliott, a senior partner at McKinsey and pricing expert, and Michelle Nguyen, an associate partner specializing in private equity, as they explore how nuanced pricing strategies can unlock value in diverse portfolios. They discuss the reluctance of companies to raise prices, strategies for communicating price increases effectively, and the role of AI in transforming pricing dynamics. The conversation highlights the importance of a coordinated approach and informs listeners about practical steps for implementing effective pricing tactics in private equity.
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Stack Quick Wins Into A Long Roadmap
- Build a multi-year pricing roadmap while stacking quick wins; about 30–50% of pricing value is unlockable fast.
- Treat pricing as a long-term capability, not a one-off tactical fix.
AI Drives Customer-Specific Pricing
- AI and Gen AI enable more dynamic, customer-specific pricing and create winners and losers in competitive positioning.
- Pricing is shifting from product-level to highly tailored, real-time price logic.
Use AI To Set And Get The Right Price
- Use AI/ML for elasticity, win-loss, and dynamic deal scoring to boost confidence and execution in sales.
- Deploy agentic systems to knit pricing steps together and provide sellers with real-time value narratives.