Claire’s career in pricing has spanned industries and continents. She began as a Pricing Analyst at Suncorp before moving into actuarial consulting with KPMG Australia. From there, she led pricing and analytics at Telstra, building and managing teams across Sydney and Manila. Claire expanded her expertise globally by teaching pricing strategy at General Assembly and addressing corporate development challenges at FinFabrik. Most recently, she served as VP of Pricing at HSBC, where she shaped retail banking with new pricing strategies. Now, based in Paris, Claire continues to share her expertise as an independent pricing consultant.

In this episode, Claire walks through her career in pricing, focusing on key lessons and the role of teaching in learning. She shares how her actuarial background shaped her approach to pricing and discusses common misunderstandings about when and how companies address pricing. Claire explains that pricing should be part of product development from the beginning rather than introduced later.

The conversation covers how communication helps align cross-functional teams and keeps stakeholders on the same page. Claire describes the Pyramid Principle as a framework for structuring communication and emphasizes the importance of preparation when working with stakeholders. She reflects on the need for pricing professionals to communicate persuasively & clearly.

This episode offers practical insights into pricing strategy and professional communication.

Takeaways

• Pricing should be considered from the start of product development.

• Raising prices can sometimes help eliminate unprofitable customers.Effective communication is crucial for aligning cross-functional teams.

• The Pyramid Principle is a valuable tool for structured communication.

Chapters

• 00:00 Introduction to Claire's Journey

• 02:51 The Evolution of Pricing Perspectives

• 06:04 Teaching as a Learning Tool

• 09:04 Current Projects and Misconceptions in Pricing

• 12:07 Common Misconceptions About Pricing

• 14:53 The Importance of Communication in Pricing

• 17:57 Aligning Cross-Functional Teams

• 20:58 Tools for Effective Communication

• 24:02 The Pyramid Principle Explained

• 27:06 Navigating Investor Communication

• 30:02 Reflections on Career and Work-Life Balance