Navigating Tariffs with Strategic Pricing: What Leaders Need to Know Now

In today’s global economy, tariffs are no longer rare disruptions—they’re an ongoing reality. With trade tensions persisting between major economies and a renewed push for economic nationalism, pricing teams must now view tariffs not as anomalies, but as critical drivers of strategy. In this environment, reactive pricing can quietly erode margins, while proactive, well-informed pricing decisions create powerful competitive advantages.

Tariffs Today: Unpredictable, Ongoing, and Strategic

While 2018 marked a major turning point in U.S.-China trade tensions, the volatility hasn’t let up. Ongoing developments—including the EU’s carbon border tax, U.S. efforts to reshore manufacturing, and renewed scrutiny on global supply chains—mean companies must constantly adjust to new tariff structures and policies. Import duties increasingly fluctuate based on product origin, environmental impact, or even political context, creating a fast-moving target for pricing professionals.

The Real Impact: More Than a Cost Increase

Tariffs do more than raise prices—they create ripple effects that disrupt supply chains, change the competitive landscape, and pressure organizations to reevaluate entire product portfolios. The complexity of navigating multiple trade agreements, sourcing constraints, and shifting regulatory requirements means that standard pricing tactics—like annual cost-plus reviews—are dangerously outdated.

Pricing leaders must now account for:

• Rapid cost swings and FX volatility
• Varying tariffs across markets, sometimes down to specific SKUs
• New sourcing or specification strategies to avoid tariff exposure
• Competitive responses that influence customer expectations

What Pricing Teams Should Be Doing

Rather than waiting for tariff changes to take effect, strategic pricing professionals are getting ahead of the curve:‍

1. Model Scenario-Based Outcomes:
Create pricing playbooks that simulate multiple tariff and sourcing outcomes. Model cost pass-through thresholds, competitive reactions, and margin impacts in advance.

2. Build Tariff-Smart Pricing Tools:
Leverage pricing software or dashboards that integrate trade data, product classification rules, and margin scenarios. Automate alerts for tariff-related triggers.

3. Collaborate Cross-Functionally:
Partner closely with procurement, legal, and supply chain to track sourcing shifts, origin documentation, and opportunities for tariff engineering.

4. Segment Responses by Customer and Market:
Avoid one-size-fits-all pricing moves. Strategic customers may need transparency and joint planning, while transactional accounts may accept quicker adjustments.

5. Communicate with Confidence:
Equip sales teams with clear, non-defensive messaging. Customers will respond better to informed, proactive changes than sudden, unexplained hikes.

The Pricing Talent You Need Now

The pricing function has evolved from a tactical role into a strategic business driver. Today’s most effective pricing leaders understand both market strategy and trade regulation. They blend analytics, policy insight, and communication skills to protect margins—and uncover opportunity—when tariffs strike.

At Jennings Executive Search, we specialize in identifying and placing that kind of talent. Whether you’re facing a sudden trade shift or building long-term pricing resilience, we can help you secure the professionals who turn tariff complexity into competitive strength. With our bespoke approach, we deliver unmatched talent that transforms disruptors and global giants alike—delivering the first slate of candidates in 10 days on average, with 98% thriving beyond their first year. Let’s find the talent to fuel your next breakthrough.

Need pricing talent who can navigate global uncertainty? Let’s talk.