Meet Larry Montan

Director, Deloitte Consulting LLP

It is widely known that prices have changed with the times. But what about the human side of pricing? Larry Montan, director in the Sales Force Effectiveness Practice of Deloitte Consulting LLP has dedicated his career to helping companies transform their approach to pricing with an emphasis organizational change and sales force productivity.

For over 30 years, he has worked with sales and marketing organizations on issues of customer profitability, pricing and sales and marketing effectiveness. Larry's focus is on driving the adoption of new approaches to customer profitability and pricing through solutions in sales force productivity, account management, opportunity management, selling skills and competencies, sales training, compensation, performance metrics, organization structure, sales management processes, sales deployment/coverage and leadership.

A frequent presenter on the topic of pricing for the Professional Pricing Society, Larry also leads the Change Management area of the Pricing Center of Excellence at Deloitte Consulting LLP. The Center tracks industry pricing trends, provides client pricing related knowledge, skills and experience and develops practitioner training and research.


  • Bachelor of Arts from the University of Minnesota
  • Mini Master's degree from the University of St. Thomas

Areas of specialization

Service offering

Latest thought leadership

Pricing and Profitability Management: A Practical Guide for Business Leaders

Latest media hits

Compile your fees wisely | October 18, 2011
Larry Montan shares his perspective on the importance of pricing for business performance and tips for winning over new customers.

Proudest career moment

Developing meaningful and rich relationships with many of my colleagues and clients.

Favorite quote

"Things do not change; we change." — Henry David Thoreau