Monetisation · Pricing · Component
The discount policy
Who may reduce price, by how much, and in exchange for what — written down, because unwritten policy is the widest policy.
The deliverable
What it is
Discounting without a policy is not an absence of policy; it is a policy set by whoever is under most pressure at the moment of signing.
The principle that keeps discounting healthy is exchange: price comes down when the customer gives something up — commitment, volume, a reference, faster payment.
One level in
What it is made of
Each element is a constituent part of the component. Follow one to see the attributes it carries.
The authority
Who can approve what level of discount.
3 attributes: Approver · Limit · Escalation
LearnThe exchange
What the customer gives in return for the reduction.
3 attributes: Exchange type · Value received · Condition
LearnThe discount record
What was actually given, to whom, and why — so the pattern can be seen.
3 attributes: Discount given · Approved by · Date
Learn
A discount given for nothing sets the new price and teaches the customer to ask again at renewal.