ABSTRACT
This chapter presents an interview with Holly Krafft, Vice President of Strategic Pricing. Holly thinks pricing is still mostly seen by leaders in terms of price-level setting and governance. He started in field sales, selling to the federal government and large law firms. Then he moved to headquarters to help start up a telephonic sales organization to proactively sell to the small law firm market. Holly is very close to the human resources (HR) department, both his New York City-based and his London-based teams. He also works with the portfolio businesses to help recruit the right pricing-strategy people for their team. Each member of holly's team has typically been promoted to a more senior role within a few years of being on his team before getting another, larger promotion into a position within one of the businesses.
