Article written by Ryan Walter of Jennings Executive Search https://www.jenningsexec.com/ How pricing teams can evolve into broader value-creation engines Some of the most capable analytics talent in a company sits inside the pricing function. They’re already working across sales, finance, and product. They’re already fluent in margin, mix, volume, and customer behavior. They’re used to ambiguity, and they’re trained to tie data to commercial outcomes. But in many companie

When the annual plan sets the board — and pricing reveals how the game is played

Article written by Ryan Walter of Jennings Executive Search https://www.jenningsexec.com/   What to pay, how to title, and how to structure incentive comp Most companies don’t feel confident when they’re hiring for pricing. The scope is fuzzy. The titles are inconsistent. The comp data doesn’t reflect reality. And somewhere along the way, someone asks: “Are we about to overpay for someone who’s just been doing quotes in Excel?” We’ve been in that conversation with clients mor

Article written by Ryan Walter of Jennings Executive Search https://www.jenningsexec.com/ And how to spot when it already is Most pricing teams don’t fail because of bad intent or lack of effort. They fail because they’re lopsided. Either they overthink and never ship, or they ship nonstop without ever improving. Leaders feel it before they can explain it — the sense that everything is reactive, or that nothing ever quite sticks. We’ve seen teams caught in both traps. And we’

Article written by Ryan Walter of Jennings Executive Search https://www.jenningsexec.com/ How to frame the need, speak the language of the business, and get the resources to grow Many pricing leaders know they need more support — and struggle to get the business to see it the same way. They’re doing too much manually. They’re stuck reviewing every deal. They’ve got strategy ideas they can’t execute. And they’re one project away from burning out the only analyst they’ve got.