Executives and pricers aren’t just miscommunicating. They fail twice: they don’t talk often enough, and when they finally do, neither side speaks in a language the other can act on.

When EBITDA strategy matters, most pricers hand C-suites the perfect excuse to ignore them—by becoming a pricing stereotype.

Clarity beats catchphrases — especially when millions in EBITDA are at stake

Most companies wait too long to hire someone in pricing. They add analysts, hand off pieces to sales ops or finance, lean on consultants — and tell themselves it's "working well enough for now."