Applying Six Sigma to revenue and pricing management

Many companies establish goals to achieve near–perfect quality for a product or service through new or improved processes and by implementing new tools. Six Sigma is one approach that companies use in this regard. Motorola created Six Sigma and over a ten year period, grew per annum profits by more than 20 per cent. Few companies have applied Six Sigma to their pricing processes, despite the relative importance of pricing in affecting top and bottom line performance. This paper explores the application of Six Sigma to revenue and price management.