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Business & Strategy · A three person pricing firm's point of view paper for private equity operating partners, with a one page summary

The Three Leaks

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What they asked for

“Hey Laura, when we're on delivery, nobody sees how we think.”

What came back

A sample 26 page point of view paper and summary.

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Read the full request

Hey Laura, when we're on delivery nobody writes, so nobody outside our clients sees how we think. Turn our pricing framework into a 20-page point-of-view paper for operating partners at mid-market private equity firms, as a PDF under our name, with a one page summary and five LinkedIn posts from it. This is a sample; the firm and the numbers are invented. We're Larkspur Pricing Partners, three people in Raleigh, working with PE-backed B2B software and services companies of $20M to $150M in revenue. Our framework is "the three leaks": list prices set by cost plus, packaging that gives the top tier away, and discounting with no rules. Across 23 engagements, median price realization rose from 84% to 93%, gross margin rose 4.1 points within two quarters, and discount approval levels fell from nine to three. Every figure in the paper should come from these numbers, so an operating partner can trust it.

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