In 2019, the pricing manager at the US manufacturing facility for Sparrow GmbH (Sparrow), a chemical manufacturer based in Germany, asked the project manager at Roland Berger, a global management consulting firm, to provide her opinion on the pricing for Sparrow’s bid on a basic chemicals contract with Impendium Chemicals. The basic chemicals industry was a highly competitive and commoditized environment; as a result, pricing decisions with respect to formulating bids were very important. Although the company had traditionally relied on the estimates of salespersons for pricing, it needed to develop a more refined approach to its pricing strategy. The project manager had to decide which costing method was most appropriate for this contract and recommend a price for the bid.
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