AI-Native Smart Pricing
An illustrative pricing assistant that makes assumptions and tradeoffs visible while keeping commercial authority with people.
6 min explorationExplore the thinking
Deal Governance Framework
A sample decision process that connects commercial flexibility with economics, approval authority and execution discipline.
Illustrative sample designframework · 6 min exploration
Illustrative sample content. Source material and role attribution are pending; this is not a claim of delivery or measured results.
- Problem
- Commercial exceptions can lose their rationale as a deal moves from sales to approval, contracting and delivery.
- Approach
- Use a shared deal brief, proportionate exception routing and a recorded decision that follows the transaction.
- Outcome
- Intended outcome: More consistent commercial decisions and clearer ownership across the deal lifecycle. No measured results supplied.
- My role
- Attribution pending. Personal, leadership and collaborative contributions will be specified when the source artifact is supplied.
THE DESIGN IN DETAIL
How it works.
A decision that survives the handover
Select a stage to inspect inputs, activities, outputs, controls and responsible stakeholders.
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Go deeper into the assumptions, decisions and controls.
Context
Illustrative design only. This sample is not a record of a deployed system, a completed engagement, or measured results.
Problem
An approval is useful only if the rationale, assumptions and agreed terms reach the people who execute the deal.
Design principles
- Keep the decision brief proportional to the exception.
- Separate the requester from approval authority.
- Carry the approved version into execution.
Process design
A shared brief moves through qualification, analysis, decision and approval before execution. Monitoring captures patterns in exceptions and feeds policy changes.
Key decisions
Discount, payment terms, obligations and delivery risk can require different review paths. This sample deliberately supplies no monetary or discount thresholds.
Governance
An authority matrix, versioned approvals and exception records are proposed building blocks. Actual delegations and commercial policies must come from approved source material.
Implementation considerations
Define the decision record before automating routing in a CPQ or CRM system. Keep escalation and fallback paths clear when required reviewers are unavailable.
Business impact
Useful measures could include approval cycle time, rework and exception patterns. No commercial outcomes or improvement metrics are claimed.