02 — Capability · BC-470.30
Discounts & Deal Pricing
Define who may discount, by how much and why, price individual deals and customer agreements within those limits, and handle the exceptions with a record of what was conceded and in return for what.
- Discount Management
- Deal Pricing
- Contract Pricing
In scope
- Discount policy and delegated authority
- Deal-specific pricing support
- Customer-specific contract price agreements
- Exception approval and tracking
Out of scope
- Negotiating the rest of the deal (see BC-430)
- Partner rebates and incentives (see BC-440)
Realized by · 1
Used in · 1
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 4
- BC-470.30.10Discount Policy & AuthoritySet the discount limits for each role and situation, publish them, and review the limits against what they are producing.
- BC-470.30.20Deal Pricing SupportPrice complex or large deals with margin, precedent and competitive context in view, and advise sellers on what to hold and what to trade.
- BC-470.30.30Contract Price AgreementsRecord customer-specific prices, volume breaks and escalation clauses so orders and invoices pick up the agreed price without manual lookup.
- BC-470.30.40Price Exception HandlingApprove or decline requests outside policy through a defined path, and track exceptions by reason so the policy learns from them.