Pricing Strategy Audit: A Step-by-Step Checklist to Find Margin Leaks

If your revenue is growing but profit isn’t, pricing is often the hidden culprit. This audit helps you find margin leaks quickly.

Pricing audit checklist

Step 1: Map your price waterfall (list → net).

Step 2: Quantify discounting by rep/channel/customer.

Step 3: Identify unprofitable segments and SKUs.

Step 4: Review packaging and value metrics.

Step 5: Check price fences (who gets what price and why).

Step 6: Validate willingness-to-pay signals.

Step 7: Align incentives (sales comp, approvals, guardrails).

What to fix first

Start where impact is highest and behavior change is simplest: discount guardrails + approval workflow + a clean price waterfall.

Need an audit done with your team?

We run pricing audits that connect data, process, and decision rights — so improvements stick.