Episode #0124 - Pricing Transformation Series Part 2: Sometimes It Is the Pricing Team, and No One Wants to Say It

TIME-STAMPED NOTES: [0:00] Intro: The Uncomfortable Truth  [0:29] Increasing Pressure on Pricing Teams [1:50] The Accidental Evolution of Pricing [3:12] Analytical vs. Commercial Capability  [4:19] Why Teams are Set Up to Fail [5:48] The Capability Gap  [7:49] Managing Complexity vs. Structural Change [9:29] Limits of External Consultants [11:00] The AI "Silver Bullet" Delusion  [12:12] Defining a Value Culture [14:23] Conclusion   In this episode of the Pricing Transformation Series, Joanna Wells, founder and director of Taylor Wells Advisory, addresses the most "uncomfortable topic" in the series: acknowledging that pricing failures often stem from the pricing function itself rather than just sales teams or flawed models. She explores how many pricing teams have evolved haphazardly over time, often as accidental offshoots of finance or sales, and why they are frequently set up to fail.