We think of pricing as your steering wheel for the bank.
It should be the mechanism by which you are guiding production onto the books, but a lot of times it just doesn't feel that intentional.
The car itself is doesn't feel attached to that steering mechanism. The lenders are just going about their business pricing deals the way they've always priced them, or they're coming in after the fact and putting in the terms that they've already promised into the pricing system and then we're giving them a report card on how well they did in that pricing discussion, or often how bad poorly they did.
There's a better way.