About Dieter

Dieter leads McKinsey's Marketing & Sales Practice in London, leads our digital commercial B2B work globally, and is coleader of our work on pricing globally.

Dieter helps B2B companies to manage the challenge of digital transformations, in particular linking new digital and analytical capabilities with impact, either by creating new businesses or upgrading and simplifying commercial and planning processes by deploying the digital tool kit. He helps to establish and operationalize digital studios, which subsequently often represent the engine for innovation and growth. Dieter also guides marketing executives in building 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.

Published work

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

Education

Harvard Business School
MBA

Justus-Liebig-Universität Giessen
Dipl. Kfm. (Masters), business administration