Pricing discrepancies are often preceded by commoditization of the market leading to ASP compression. Here are 5 things I would do to address pricing discrepancies and align cross-functionally 1. Standardize Pricing and Discount Policies 2. Implement Transparent Data and Reporting Systems 3. Provide Training on Pricing Protocols and create feedback loops

Often the "boring" answer is the right one: less is more. In this case: Less Options. What Shopify taught us with their web-design tool, or Salesforce with CRM, is that a "strategically limiting" framework actually offers more FREEDOM than an anarchistic free-for-all. The same applies to quoting. Sales reps will do anything to close a deal - even if they (or you) suffer for it later. Rein them in with 2 critical tools: a CPQ and an ERP. With these, adequately integrated, you can create the Guided Selling workflow needed to keep reps on track, orders accurate and errors away. Bundling logic, required fields, prerequisite products, real-time inventory checks, all limit headaches post-sale. Even your reps will thank you (eventually).

To address pricing discrepancies, first establish a cross-functional team with sales, finance, and operations to review pricing data and processes. For example, if Sales offers a $1,500 price per unit, but Finance notes margins drop below target at that rate, the team can analyze costs and set a minimum price to maintain a 20% margin. Operations should verify if bulk orders reduce production costs; if so, offer tiered pricing—e.g., $1,450 for 100+ units, ensuring efficiency gains support lower prices. Implement a shared pricing dashboard for real-time visibility and automate updates to reduce errors, fostering collaboration and accountability across teams.

First identify how these issues impact sales, finance, and operations. Appoint champions from each department to drive the solution. Define shared decision criteria—sales may need flexibility, finance a focus on margins, and operations consistent supply. Engage the executive decision-maker, to approve and support the pricing strategy changes. Outline a collaborative process where each team has input and align on specific, measurable metrics like margin targets or customer satisfaction. Set a timeline to drive urgency, around contract renewals, and standardise documentation requirements to avoid future misalignments. By bringing all teams into the process, you create a unified approach to manage pricing consistently across departments.

The first step is identifying the root cause of pricing discrepancies to prevent recurrence. Afterward, establish a standardized pricing process aligned with organizational goals, with clear roles, responsibilities, and approvals to ensure accountability and avoid overlaps. Next, form an independent pricing governance team from relevant functions for regular audits and to manage disputes effectively. This structure fosters transparency, consistency, and swift issue resolution across teams.