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Figure Figure 1 Go-to-market & pricing

The concession's spillover record

Record the immediate concession and the parties or mechanisms it may affect. A discount is not fully evaluated until its outside comparison and margin consequence are named.

A five-column worksheet recording a discount concession, its condition, the reference that may travel to another buyer or channel, the spillover test, and the margin bridge with an accountable owner.CONCESSIONWhat changed on theinvoice and forwhich buyer?REASON ANDCONDITIONVolume, service, risk,timing, strategicpresence, or anothernamed condition.REFERENCE THAT MAYTRAVELWhich buyer, channel, orprior price can observeor infer it?SPILLOVER TESTWhat could change inanother negotiation,channel, or servicecommitment?MARGIN BRIDGE ANDOWNERWhat must be recovered,and who reviews theresult?A concession can be rational and still have a spillover. Keep the reason, comparison set, and margin consequence separate soa later result can challenge the original approval.
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Reference & Evidence

Source: Author's decision worksheet grounded in Grennan (2013), Grennan and Swanson (2020), Lawrence et al. (2019), and Sharma and Mehrotra (2006). The fields are reader inputs; no private account or margin data is supplied.

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