Review nonstandard deal terms
Evaluate proposed commercial, operational, billing, data, and access exceptions with accountable functional owners before any person or system represents them as agreed.
| Field | Value |
|---|---|
| Business area | sales-leasing |
| Primary role | sales-leasing-manager |
| Frequency | event-driven |
| Privacy sensitivity | high |
| Security sensitivity | medium |
| Compliance review | needed |
Trigger and handoff
Trigger: A proposal departs from approved product, pricing, term, service, or risk guardrails.
Inputs
- Requested exception and rationale
- Standard terms and authority limits
- Operational and financial impact
Outputs
- Approved
- revised
- or declined exception
- Named conditions and expiry
- Decision evidence
Current manual methods
- Private message approval
- Verbal promise
- Discount entered before review
Human judgment and approvals
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Balance relationship value
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precedent
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feasibility
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fairness
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and risk
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Identify expert review needs
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Approval: Each affected functional owner approves within authority; owner or legal reviewer handles material exceptions
Failure modes
- Only price impact is reviewed
- Temporary exception becomes an undocumented permanent entitlement
Success metrics
- Nonstandard terms have complete authorized evidence
- Delivery teams receive all accepted conditions