Bill CanadyCEO & Founder, The 80/20 Institute · Be a Great CEO: Learn how to Fix it, Grow it, & Sell it.

CFO Shocked: The Hidden Cost of Pricing Exceptions & Custom Deals! #shorts

20 Aug 2026 · 1 min

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In this short video, Bill Canady warns finance leaders about the hidden costs of pricing exceptions and custom contracts. He explains that one‑off deal prices that never expire can accumulate across a company's top SKUs, creating a surprising number of active pricing exceptions. He also highlights that bespoke contracts, SLAs, and rebate structures add layers of documentation, increasing time, complexity, and cost for the organization. Canady emphasizes that CFOs and controllers have long been aware of these issues, and that recognizing and addressing them is essential for financial control.

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Number 4, pricing exceptions. The one-off deal price that never expired. Count how many active pricing exists in your top 10 SKUs. The number will surprise you. It always surprises me, but it will not surprise your CFO or your controller. They'll be like, I've been telling you folks this for a long time. It seems like you're starting to listen. 5, custom contracts, bespoke terms, bespoke SLAs or service level agreements, bespoke rebate structures. Every one is a document someone has to read before answering a simple question. Takes time, adds complexity, adds cost.