Dieter is a senior partner in McKinsey’s London office, where he leads our Marketing & Sales Practice. He is also the co-leader of our work on pricing globally.
Dieter helps marketing executives build true pricing excellence as part of broad-based marketing and sales transformations, working to develop long-term pricing strategies that actively manage the tradeoffs between price and market share to maximize returns throughout the product lifecycle.
Drawing on many years of experience across a broad array of sectors and businesses, Dieter helps companies find significant pricing improvements in situations ranging from market entry to post-merger to volatile environments requiring a disciplined approach to individual transactions. This work often takes place in the context of broader improvements to the vital profit-making elements of the sales and marketing organization.
Over the last six years Dieter has been active in the paper and forest products sector serving a global flexible packaging player as it implements a multi-year commercial transformation program that spans pricing excellence, sales excellence, key account management, and marketing excellence. The effort also resulted in a redesign of the company’s go-to-market strategy; identification, evaluation and execution of M&A opportunities; and implementation of a manufacturing lean program.
Beyond packaging, his recent clients include organizations in commodity and specialty chemicals, metals fabrication, professional services, media, telecommunications, financial services, healthcare, and consumer goods.
Before joining McKinsey, Dieter was a manager with Procter & Gamble in Europe. He has a diploma in economics and business administration from the University of Giessen in Germany and a MBA from Harvard Business School.
“Turning pricing power into profit,” McKinsey & Company, March 2015
“Using big data to make better pricing decisions,” McKinsey & Company, June 2014
“Getting to ‘the price is right’,” McKinsey on Marketing & Sales, December 2011
“Pricing in a proliferating world,” McKinsey & Company, August 2006
Harvard Business School
Dipl. Kfm. (Masters), business administration