Contract Expansion Pricing (Sep/2014)

While working at Capgemini Business Services I received the mission to compose the pricing for the expansion of a services contract. The main difficulty was to measure headcount quantity that would be necessary into the new scope of services to be incorporated because business volumes had considerable seasonality. The solution found was to price the client based on an average annual volumes to be processed and all possible variations in volumes, therefore headcount, were to be discussed twice a year. The solution was well seeing because all the discussion that would be generated about volumes could be incorporated on the regular discussion already in place with the client for other processes and possible additional costs to incurred into the organization could be managed, therefore not impacting P&L.