Discounting is the fastest way to give away a year of margin quietly. This makes the limits explicit and everything past them visible.
What's Included
- A discount ceiling per role so juniors are protected rather than policed.
- A reason required on every discount, however small.
- Margin shown live as the discount is applied, not after the fact.
- An assistant that suggests what to remove from scope instead of cutting price.
How To Use
- Set ceilings by role and by product, since some lines carry no room at all.
- Require a reason every time. The reasons are the report.
- Show the margin as it moves. People discount less when they can see it.
- Review the pattern quarterly. Persistent discounting is a pricing problem.
Enforce it through estimate approval, and watch the effect in the margin guard.