S3E5 - The Change Management Problem in Pricing

Are pricing teams their own worst enemy?  In this episode of The Pricing Guys, Michael and Avy are calling out a growing trend in the pricing community: a victim mentality showing up all over LinkedIn, where pricing professionals feel undervalued, ignored, and like they're the only ones driving results in their organizations. But here's the hot take: if no one's listening to you, that might be on you. Michael and Avy break down why the best pricing professionals aren't just Excel wizards. They're change agents, relationship builders, and communicators who bring their stakeholders along for the journey from day one. They share real-world consulting experiences, the powerful "seven times rule," and lessons from a fireside chat at a major private equity conference on why trust-building is the real unlock for organizational change. Whether you're a pricing veteran or just getting started, this episode will challenge your mindset and give you a fresh playbook for making real impact. What's covered: The LinkedIn "pricing victim" trend and the hot take you might not want to hear Change management vs. spreadsheet perfection Getting stakeholders involved early (and why it matters) Relationship-first leadership lessons How to shift from victim to change agent Have a topic you want us to cover? Send it in! #ThePricingGuys #Pricing #PricingStrategy #RevenueManagement #ChangeManagement #B2B #CommercialExcellence #RML