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

24 Aug 2026 · 1 min

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In this short video, Bill Canady warns that pricing exceptions—one‑off deal prices that never expire—can accumulate across a company’s top SKUs, creating hidden, ongoing revenue leakage that often surprises finance leaders. He also highlights the burden of custom contracts, bespoke service level agreements, and rebate structures, noting that each adds documentation, complexity, and time costs for finance teams who must interpret them before answering simple pricing questions. The overall message is that these hidden costs and complexities can catch CFOs and controllers off guard, emphasizing the need for tighter pricing governance.

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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.