Situation

A high-growth services platform was experiencing gross margin erosion despite strong top-line performance. Analysis revealed significant pricing variance and "discount creep" driven by unstructured sales autonomy.

Action

We implemented a structural pricing control framework:

• Dispersion Analysis: Quantified the pricing spread across identical service lines and regions to identify leakage.
• Discount Thresholds: Installed a "Floor / Target / Stretch" authority matrix, requiring executive approval for any deviation below the floor.
• Governance Cadence: Instituted a weekly pricing committee to review exception requests and enforcing margin discipline.

Outcome

Gross margin stabilized within two quarters. The platform reduced pricing variance by ~14% and re-anchored the sales culture around value capture rather than volume at any cost.