Ironwood Resources Teaching Note

IR is a case study on developing effective price structures & managing price execution at an independent oil and gas producer for use in graduate and executive education. This is its teaching note.

The Ironwood Resources case introduces students to the complexities of pricing strategy in the upstream oil and gas industry. It is about Ironwood Resources, a mid-sized producer of oil and gas in the Permian Basin. Its newly hired Pricing Director, James Wilson, finds margin erosion due to inconsistent discounting and bundled unpriced services. His res…