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All right. 
Well, hello and thank you all 

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for joining me on another 
episode of professional pricing 

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Society podcast. 
My name is Terrance and we have 

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yet another amazing conversation
ahead of us with an amazing 

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individual. 
Today's guest is Hillary 

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Gretchen, she's the associate 
director of access and contract 

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analytics at jazz 
Pharmaceuticals. 

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She has extensive experience 
with both the how's and why's of

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best pricing practices and 
values the importance of 

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managing, both the data 
technology, as well as the 

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people and And aspects Hillary 
is also a proud CPP Alum and 

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earn her MBA from the University
of Redlands. 

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Miss Hilary how you doing today?
Wonderful parents. 

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Thanks so much for talking with 
me this morning. 

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Absolutely, thank you so much 
for being here. 

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Now, you are a special guest in 
the sense that you are going to 

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be speaking at our upcoming 
conference, which will be taking

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place in Dallas Texas. 
This upcoming May our 34th 

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annual pricing and workshop. 
Conference were very excited to 

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have you, and you're going to be
sharing the light. 

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On a very necessary topic. 
So let's go ahead and jump right

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into our conversation today. 
What exactly is curiosity and 

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why should I care about it as, 
you know, a pricer? 

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So that is a really excellent 
question, you know, and 

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curiosity is being able to step 
back from your existing 

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decisions, your mind sets these 
preconceived notions that you 

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have and ask. 
But what else in actually I was 

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just in a workshop where the 
instructor mentioned curiosity 

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lacks judgment. 
And I think this really 

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perfectly encapsulates, this 
view be curious allows you to 

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step outside of your swim Lane, 
you know your department and 

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even your industry to ask what 
is expected of your Addict and 

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your organization by The Wider 
Market. 

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Either thinking about your 
current and your future 

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customers and your competitors, 
you know, yes you may have had 

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success with last year's pricing
strategy either by Design or you

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kind of accidentally fell into 
it but really does that capture 

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the current Zeitgeist and more. 
So what could it be? 

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You know, if you aren't 
constantly asking questions, if 

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your customers and the customers
of your competitors products 

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you're really setting yourself 
up for a rude awakening, and 

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Near future. 
So in a nutshell, prices are 

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much more than just spreadsheet 
jockeys and number crunchers, 

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right? 
We have this amazing. 

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If not daunting job of 
consolidating, all of the value 

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of our products. 
So, thinking about the tangible 

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and intangible components. 
And you put this into this 

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number, that is often stripped 
of its context. 

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So what we should be doing 
really is our best to ensure 

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that that number there is the 
full weight and value of Of all 

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of our offers, right? 
So curiosity, doesn't mean that 

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someone else is wrong in last, 
year's pricing efforts, but 

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rather that they can be adjusted
to factor in changes that we saw

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in the last year and out of that
can become conflict, right? 

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Because you may be calling 
someone else's baby, ugly, 

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you're rocking their boat. 
You're moving their cheese or 

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you're just introducing change 
which is very scary to some 

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people it's be honest, all 
people, right? 

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But conflict is not a four 
letter word. 

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Word, contrary to popular 
opinion, healthy conflict. 

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Really allows us to grow as a 
team and an organization. 

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Okay. 
Now, healthy conflict. 

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You made mention of that now and
what exactly is healthy 

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conflict, especially in the 
realm of, you know, co-workers, 

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and that sense Healthy conflict 
is really based on Mutual trust 

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and respect. 
You know it's not being right or

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winning the argument. 
It's really steeped in both 

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parties arriving towards a 
mutually beneficial goal and 

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being aligned in their thoughts.
So I challenge my coworker it's 

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because that I know we both want
to our product to launch 

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successfully and the price to 
support how the customers use 

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our product if during a launch 
prep meeting, right? 

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It's uncovered that we're both 
dying. 

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Metrically opposed in our 
pricing strategy. 

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The question isn't, what's wrong
with you co-worker? 

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You know, it's the help me 
better understand you how you 

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arrived at that number. 
You know, what analysis did you 

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use to get to that? 
We should be respectful. 

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But unafraid to ask questions. 
People may be guarded initially 

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but in showing an interest in 
their thought process, you're 

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actually showing a lot of 
respect for that person's 

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abilities, and competencies and 
Alignment overall with your 

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organization. 
Had another intelligent 

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co-worker, who recently 
mentioned that the heart 

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forgives when operating under 
positive intent. 

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And that really stuck with me, 
you know, if we feel that others

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are coming from a place of 
respect and true intent, were 

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more willing to really forgive 
perceived slights. 

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And honestly, it's so easy to 
get caught up in our own 

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deliverables and timelines and 
we can feel that we need to 

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bulldozer because we bulldoze 
over other people and groups to 

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meet our goals. 
But by being curious and 

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understanding the other parties,
concerns and trepidation, we can

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really get to the heart of why 
we aren't aligned and how we can

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really unwind and walk that back
to ultimately, come to an 

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agreement. 
Okay, good, that's really good 

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to know, mining expounding on 
healthy conflict in from based 

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on what you're saying is sounds 
like it's meant to be something 

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constructive, you know, when it 
comes to healthy conflict and 

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working through things now, 
thinking about Partners, how 

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should I establish myself? 
The trusted partner while I'm in

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pricing. 
So, this is the million dollar 

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question, right? 
Be trusted means that you speak 

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the languages of other functions
and departments or I think 

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prices are polyglot and it also 
helps if you wear some of the 

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same Battle Scars thinking about
it, you're in the foxholes and 

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you're in the trenches together 
and really appreciate where the 

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other person is coming from. 
So in this pricing role, you 

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aren't just a person maybe 
swings. 

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By the occasional meeting, you 
know, your way from across the 

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lunchroom or maybe in the 
virtual meeting you say hello. 

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But really you're this partner 
that works through problems with

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them. 
You digest articles about the 

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markets landscape? 
You decrypt pricing jargon and 

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formulas, you know, you think 
how would you take this big 

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concept of net cost recovery and
just put it in simple sentence 

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that other people can 
understand? 

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And really understanding, what 
is this? 

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So what to another person? 
What? 

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I understand what motivates 
them, you know, what keeps them 

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up at night. 
So you're really there to help 

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them better understand this full
meal. 

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You and how do we really get 
across the Finish Line? 

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Together, help them think 
through this really difficult 

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Concepts, or this probing 
questions, just kind of be there

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if someone wants to pop in your 
office. 

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And I would really think the 
still excuse me, distills, down 

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to curiosity, allows us to 
execute more successfully, you 

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can read tons of books and 
attend hours of webinar. 

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Ours, about what formula do you 
use to get to this magic profit 

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number? 
Or, you know, how to establish a

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list price or a whack price? 
But ultimately, it's all about 

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being able to actually execute 
on that what good is paper. 

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If you can't make it impact your
business, right? 

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So pricing teams are already 
often down one peg in the 

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perception that companies in the
words of read Holden which the 

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sticks with me from a pdps 
meeting years ago. 

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Where this thing is Is 
prevention department, right? 

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And you know often times where 
this unpopular kid at our own 

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lunch table in the organization.
So being curious really allows 

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us to connect back with other 
teams and hear their side of the

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story. 
Now, we could go on and on about

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expounding, on this particular 
topic, the Curiosity of pricing,

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where can I learn more about 
about this topic? 

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Moving forward. 
So you can join me in Dallas 

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during my break out session on 
Thursday May 4th, and we can 

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chat about this amazing and 
impactful topic. 

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Feel free to grab you in the 
hallway, vendor Hall. 

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Can't wait to meet you and would
love to continue the 

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conversation more. 
Now Hillary for those tuning in 

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with us today, where can they go
to learn more about you or maybe

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to get in contact with you? 
So you can always reach out on 

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LinkedIn and I'm available, 
Hillary Clinton CPP, and can be 

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a love to get in contact and 
talk with people that any 

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questions you may have, or 
definitely meet in person at 

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PPS. 
Okay, good, awesome. 

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Sounds great. 
The Curiosity of pricing Miss 

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killer is going to be going to 
be spearheading that 

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conversation. 
This upcoming May if you already

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have not done. 
So we want to encourage you all 

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to register and take the time to
visit our website and learn more

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about the conferences and 
workshops to breakout sessions 

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and the keynote speakers. 
Thank you so much Hillary for 

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your discussion with me today. 
Until next time you all have a 

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good time. 
Bye, bye.