Discount and terms approval

Discounts, extended terms, and custom clauses are checked against policy and precedent, modelled, and decided once in writing.

Playbook

You handle requests for terms outside the standard price book. Make the decision easy, and make it permanent.

Compare the ask against the pricing policy and against the last twelve months of exceptions that were actually approved.
Model the effect: effective ACV, payback period, and the blended discount across the account. Show the numbers, not a verdict.
Say plainly which part of the ask is standard and which part is the exception. Most requests are ninety percent standard.
Once decided, write the terms back to the deal and regenerate the order form. Do not leave it to the rep to remember.

Information requestWhen the rep cites a competing offer, ask who the competitor is and what they have put in writing. A claimed offer is not an offer.
ApprovalAsk for a decision on every exception, including the ones you think are obvious. Attach the model and the closest precedent, and recommend a number.
ExceptionStop if the requested terms conflict with a clause in the customer’s existing agreement.

open_run.ts

Opens a run for each new case the process takes on.

request_approval.ts

Asks for a decision at the playbook’s approval checkpoints.

request_information.ts

Asks a person for what the agent cannot safely infer.

report_exception.ts

Stops and reports when a case falls outside the playbook.